Arc XP Global Head, Solutions Engineering at The Washington Post

Washington, District of Columbia, United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Media, SaaSIndustries

Requirements

8+ years progressive experience in B2B SaaS Solutions Engineering, Technical Pre-Sales, or Sales Engineering; minimum 3 years managing teams plus solid experience as player-coach
Demonstrated ability to architect complex SaaS solutions, lead POCs, and act as trusted advisor for enterprise customers
Successful track record in building and scaling technical field organizations in SaaS, including hiring, training, and process development
Strong grasp of cloud platforms, APIs, integration models, and enterprise-scale customer requirements
Ability to balance hands-on deal involvement with strategic oversight and organizational leadership
Proven executive communication skills—capable of influencing internally and externally at C-level, both for team advocacy and deal pursuit
Familiarity with CRM, ERP, or other enterprise software solutions (preferred); technical background with frameworks such as React is advantageous
"Lead by example" ethos—thrives in both high-stakes customer meetings and coaching sessions with team members
Resilient in ambiguity and adept at navigating dynamic priorities and shifting customer requirements
Draws energy from building systems and teams “from the ground up,” not just maintaining status quo
Organized, driven, and enthusiastic about solving problems for both customers and internal stakeholders using innovative SaaS solutions

Responsibilities

Personally lead high-impact technical demonstrations, technical and product deep-dive sessions, proof-of-concept (POC) engagements, and executive sales meetings with strategic customers
Recruit, mentor, and coach Solution Engineers of all levels, fostering skill growth and creating a high-performance, collaborative team culture
Architect and evolve the Solutions Engineering strategy—including demo standards, technical sales methodology, competitive positioning, and enablement programs—aligned to company goals
Build and manage global processes and content libraries (e.g., technical playbooks, demo/test environments, RFP response templates, onboarding materials)
Act as executive technical sponsor for key accounts and major sales cycles, navigating complex enterprise requirements and supporting deal closures
Provide strategic insight to Product and Engineering leadership by synthesizing customer feedback and market trends—informing roadmap direction
Be a key leader in developing our product and technical enablement strategy for the field, working cross-functionally to design, implement and deliver the right approach to enable all field-facing teams to become proficient in product knowledge, product value and positioning
Partner with Sales, Channel/Partner, and Marketing teams to ensure Solutions Engineering supports pipeline coverage, competitive success, and differentiated value messaging
Track and report relevant team metrics (win rates, POC success, cycle time, etc.) and drive improvements based on data-driven insights
Represent Solutions Engineering in executive leadership forums, influencing GTM planning, strategy pivots, and cross-company initiatives
Stay hands-on with emerging SaaS technologies, integration approaches, and platform capabilities to maintain technical credibility and thought leadership

Skills

Solutions Engineering

Technical Sales

SaaS

Proof-of-Concept

Team Leadership

Mentoring

Sales Methodology

Demo Standards

RFP Response

Technical Demonstrations

Strategic Architecture

Process Optimization

The Washington Post

About The Washington Post

None, NoneHeadquarters

1877Year Founded

ACQUISITIONCompany Stage

1,001-5,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

401(k) Company Match

Paid Vacation

Paid Sick Leave

Paid Holidays

Parental Leave

Mental Health Support

Pet Insurance

Professional Development Budget

Risks

Job cuts due to declining online readership indicate potential financial instability.

Panera partnership may not yield expected subscription increases, based on industry trends.

Scott Vance's promotion could lead to internal restructuring challenges affecting morale.

Differentiation

The Post partners with Panera Bread for unique digital subscription offers.

'Style Sessions' collaboration enhances cultural influence and attracts diverse audiences.

'The Post Roast' collaboration with Compass Coffee creates a unique brand experience.

Upsides

Panera partnership could boost digital subscriptions and readership.

'Style Sessions' may attract arts and lifestyle enthusiasts, enhancing cultural influence.

Scott Vance's promotion may align editorial strategy with media consumption trends.

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