Principal Solutions Engineer, Strategic Accounts

About Scribe Scribe https://scribe.com is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to own their specialized intelligence: the unique way their teams work, decide, and get things done. Our Specialized Intelligence platform automatically captures how work happens and turns it into a living asset for people and AI agents. We're growing fast. Since our founding in 2019, we've reached 7 million users across 600,000 businesses. Based in San Francisco, we're a LinkedIn Top Startup, valued at over $1B, and backed by leading investors. Join us in our mission to transform how people work. About the role We're building something new. As a Principal Solutions Engineer, you'll be an expert in Scribe’s most complex and market-changing products, bridging the gap between closing the deal and delivering transformational outcomes. You, in partnership with your Account Executive and Customer Success team, will earn the trust of F500 executives in a discovery call as a technical expert for Scribe’s Workflow AI capabilities, designing groundbreaking solutions and communicating the art of the possible. Then you’ll roll up your sleeves to configure and lead a Proof of Concept for those solutions. Your focus will be on Strategic Enterprise accounts. You will be part of a brand new team and define how Scribe wins and delivers on its most strategic product, Scribe Optimize, for the largest and most complex organizations in the world. You'll build the playbook from scratch, work shoulder-to-shoulder with our Sales, CS, and Product teams, and leave your fingerprints on the way the company scales. What you'll do - Own the technical layer of Scribe's largest and most strategic deals, partnering closely with Account Executives from discovery through close, running tailored Optimize demos, leading POC planning sessions, and designing proof of concepts that tie Scribe's Workflow AI capabilities to measurable customer outcomes. - Deeply understand the business challenges faced by prospects, and build ROI narratives grounded in the customer's actual workflow data, so time saved and costs avoided are numbers rather than claims. - Act as a technical expert, driving technical validation and security workstreams as key elements of a strategic deal cycle. - Build credibility with technical deal stakeholders, earning champions and remiving technical roadblocks. - Carry the voice of the customer to the Product team with the evidence attached; documenting what's working, what isn't, and what customers need next - Turn what you learn into repeatable pre-sales assets and playbooks, so the second deal of a given shape runs faster than the first - Hold deep working knowledge of Scribe's platform and serve as a technical reference point for the go-to-market team What we're looking for - Has 8+ years in Solutions Engineering, Solutions Architecture, Technical Account Management, or a comparable pre-sales technical role at a high-growth SaaS company - You have worked deal cycles with complex named Strategic Accounts - You have strong AI fluency: you understand how large language models work, can speak credibly about LLM architecture, prompt design, model behavior, and AI output quality with CIO/VP of IT personas, and you're excited about the frontier of what Workflow AI makes possible. - You have a deep understanding of the business outcomes prospects are looking for, and can translate those customer requirements into technical context for AI/ML Engineering teams. - You can understand and articulate Scribe's Workflow AI technical framework — including how workflow data is captured, processed, and surfaced as insights — and you can explain it clearly to both technical and non-technical audiences at the most senior levels. - You understand enterprise workflows and operational processes: you've worked with teams running on tools like Salesforce, ServiceNow, and SAP, and you know how F100 companies think about process improvement and automation. - You build trust fast: with executive stakeholders and with end users alike — and you know how to anchor technical conversations to the outcomes that matter to each audience. - You're a builder at heart: energized by the ambiguity of being first, and excited to define what this function looks like rather than step into a pre-made role. - You're data-driven and ROI-obsessed: you know how to build a business case, validate assumptions, and help a customer see real, quantifiable impact. - You're collaborative and low-ego: you thrive in a team environment, partner closely with AEs and CSMs, and see your success as inseparable from theirs. Nice to have - Experience with process mining, workflow intelligence, or operational analytics tools - Has worked inside an AI/ML product team, or deployed AI-powered products in an enterprise context - Has held a founding or first-of-its-kind role at a high-growth SaaS company - Familiarity with enterprise AI security reviews, model governance frameworks, or responsible AI practices. This role is not for you if - You prefer a fully defined playbook over building one - You want to stay advisory and out of hands-on technical work - You are looking for a post-sales role. This job is pre-sales focused, and it stays close to the deal. Why you'll love working here - The reach of a unicorn, the headcount of a startup. We went from $1M to $100M ARR in under four years, with fewer than 200 people. That means more pie than people: scope grows with your impact. Customers like T-Mobile, LinkedIn, HubSpot, New York Life and Northern Trust run on Scribe, so what you own reaches some of the biggest names in business. - Hard problems, real impact. Capturing how work actually gets done, at scale, is the foundation AI needs, and it's hard to get right. You'll build the layer other products and agents run on, in a category we're still defining. - Smart is the floor. Kind is the bar. Low ego, high standards. We compete as a collective and love to see each other win, and One Team, One Dream is one of the most shouted-out values in #values. Compensation & location SF-based candidates work hybrid, in the office 3 days per week. All others remote but must be based permanently in a major U.S. city. Travel is up to 30% to meet customers and prospects. All full-time employees receive equity in Scribe, and final offers depend on experience and scope. Benefits - Healthcare Coverage – Comprehensive health, dental, and vision plans, including two $0/month medical plan options for employees - Equity – Ownership in what we're building - 401(k) Plan – through Vestwell - Flex Benefit – $500/year for home office equipment, productivity tools, learning & development or fitness/wellness - Commuter Benefits – $100/month for SF based employees - PTO – Flexible paid time off and company holidays - Parental Leave – Paid leave to support growing families - Wellness & Family Support –