Job description

About Flow Flow Engineering is an AI-native requirements platform for modern engineering organizations, enabling hardware teams to collaborate with AI agents to design, validate, and evolve complex systems with speed and rigor. About the role Flow is seeking a Solutions Architect (Sales Engineer) to be the technical partner in our sales process. Our buyers are systems and engineering leaders at aerospace, defense, automotive, and hardware companies, and they need to see how Flow fits their real workflows before they commit. You will run technical discovery, demos, and pilots, and you will be the person who can answer the hard questions in the room. This role pairs closely with our account executives. They own the commercial relationship, and you own the technical win: showing the product, mapping it to the customer's engineering process, and making sure a pilot proves out what it needs to. What you'll do - Partner with account executives on discovery calls, technical demos, and pilots, from first technical conversation through to a signed deal. - Understand each customer's engineering workflow and requirements process, then show how Flow fits it. - Build and run demos and proofs of concept that reflect the customer's actual use case rather than a generic script. - Answer technical and security questions from engineering, IT, and security teams, and complete security questionnaires with support from the team. - Work with product and engineering to feed back what customers need and where the product should go next. - Partner with forward deployed engineers to hand off pilots cleanly into deployment. About you - 4+ years in sales engineering, solutions engineering, forward deployed engineering, or a technical customer-facing role. - Comfortable running a technical room, from individual engineers up to VPs, and adjusting the conversation to each. - Strong technical foundation: you can reason about APIs, integrations, and how software fits into an existing engineering stack. - Able to translate between what a customer says they need and what the product actually does. - Comfortable in a fast-moving environment where the sales motion and the product are both still taking shape. Nice to have - Familiarity with requirements, systems engineering, PLM, or ALM tooling (Jama, DOORS, etc.) - Background in or selling into defense, aerospace, or regulated hardware environments.

Requirements

Must-haves

Partner with account executives on discovery calls, technical demos, and pilots, from first technical conversation through to a signed deal.
Understand each customer's engineering workflow and requirements process, then show how Flow fits it.
Build and run demos and proofs of concept that reflect the customer's actual use case rather than a generic script.
Answer technical and security questions from engineering, IT, and security teams, and complete security questionnaires with support from the team.
Work with product and engineering to feed back what customers need and where the product should go next.
Partner with forward deployed engineers to hand off pilots cleanly into deployment.
4+ years in sales engineering, solutions engineering, forward deployed engineering, or a technical customer-facing role.
Comfortable running a technical room, from individual engineers up to VPs, and adjusting the conversation to each.
Strong technical foundation: you can reason about APIs, integrations, and how software fits into an existing engineering stack.
Able to translate between what a customer says they need and what the product actually does.
Comfortable in a fast-moving environment where the sales motion and the product are both still taking shape.

Nice-to-haves

Familiarity with requirements, systems engineering, PLM, or ALM tooling (Jama, DOORS, etc.)
Background in or selling into defense, aerospace, or regulated hardware environments.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: ashby
Effort: quick