Principal Solutions Engineer, Strategic Accounts

About Scribe

Scribe 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 that helps people and AI agents do their best work.

We're growing fast, since our founding in 2019, we've grown to 7 million users across 600,000 businesses. Based in San Francisco, we've been named a LinkedIn Top Startup, are valued at over $1 billion, and are backed by leading investors. Join us in our mission to transform how people do 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.
• 📍 Location
• Remote, with a requirement to be based permanently in a major U.S. city.
• SF candidates: Hybrid. We work from the office 2-3 days per week out of our SOMA office.
• Travel is expected up to 30% of the time to meet with customers and prospects.
• 💰 Compensation
• Salary varies by location tier, which you can validate with your recruiter. All full-time employees receive equity in Scribe. Final offers depend on experience and scope.
• Tier 1: $240,000-$300,000 OTE
• Tier 2: $216,000-$270,000 OTE