Responsibilities:

• Hire, onboard, and mentor SEs; build the bench and succession plan for future managers
• Stand up the SE operating system: KPIs, inspection cadence, regional coverage model, and quality standards
• Own demo and POV strategy: success criteria, timelines, resourcing, and executive ready readouts
• Drive early technical discovery, solution design, competitive plans, and paper process clarity
• Partner with Sales leaders on territory planning, account prioritization, and resourcing SLAs
• Build field assets with Product Marketing and SEs: reference architectures, POV kits, competitive briefs, ROI storylines
• Enable partner co-sell with priority resellers and SIs; track influenced pipeline and win rate
• Create the feedback loop to Product and Engineering with crisp requirements and clear impact
• Collaborate with RevOps on capacity planning, hiring plan, and budget alignment
• Model an inclusive, learning-oriented culture; invest in manager and IC development

Requirements:

• 10+ years in B2B SaaS Pre-Sales
• 4+ years leading a team of solutions engineers; experience leading managers is a plus
• Identity or security domain fluency is preferred; strong technical depth across APIs, integrations, and enterprise stack
• Proven lift in technical win rate, POV conversion, and sales velocity at regional or global scale
• Mastery of MEDDPICC and enterprise deal mechanics; confident with executive storytelling
• Operational rigor in KPI design, forecast collaboration, capacity modeling, and process improvement
• Excellent communications skills and cross-functional collaboration across Sales, Product, Marketing, Partners, and Success
• Ability to travel as needed

Benefits and Perks:

• Remote work culture (+/-4 hours Pacific Time)
• Medical, Vision, & Dental coverage covered by Lumos
• Company and team bonding trips throughout the year fully covered by Lumos
• Flexible PTO, with minimum time off to make sure you are rested and able to be at your best
• Up to 16 weeks for expecting parents
• Monthly wellness stipend
• 401k matching plan

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Responsibilities:

• Design end-to-end human flow systems across physical environments (facilities, venues, campuses, events, transportation nodes, etc.)
• Architect queuing strategies (physical and digital) that optimise both actual and perceived wait times
• Identify and eliminate bottlenecks across movement, decision points, and service interactions
• Translate behavioural insights into practical, buildable system designs
• Partner with engineering, operations, facilities, and product teams to integrate human flow into system architecture
• Use data, observation, and simulation to model capacity, throughput, and edge cases
• Define principles for wayfinding, signage, pacing, and spatial cues
• Stress-test systems for peak load, abnormal conditions, and failure modes
• Document designs clearly so they can be executed, operated, and scaled
• Continuously iterate based on real-world performance and user behaviour

What Success Looks Like:

• People move through complex environments with minimal confusion or friction
• Systems handle peak demand gracefully without heroics or last-minute workarounds
• Operations teams trust and rely on your designs
• Leaders can make decisions using your models and recommendations
• Users rarely notice your work , except that “it just works”

Who You Are:

• You think in systems, not artifacts
• You are deeply curious about how people actually behave, not how plans assume they will
• You’re comfortable balancing empathy with constraints like safety, cost, and throughput
• You can move between strategy and details without losing coherence
• You communicate clearly with both technical and non-technical partners
• You’re opinionated, but evidence-driven

Qualifications:

• We care more about how you think than where you come from. Relevant backgrounds include:
  • Human Factors Engineering
  • Industrial / Systems Engineering
  • Experience Design (physical environments)
  • Operations Research
  • Architecture or Urban Planning (with operational exposure)
  • Theme parks, airports, transit systems, large venues, manufacturing, or high-scale operations

Typical qualifications:

• 7+ years designing or operating complex human-centered systems
• Experience with capacity modeling, service design, or pedestrian flow
• Familiarity with simulation tools or data-driven decision-making
• Proven ability to influence cross-functional teams without direct authority

Bonus Points:

• Experience designing systems under extreme peak loads
• Familiarity with crowd modeling or queuing theory
• Background in environments where safety is mission-critical
• Ability to prototype or test concepts quickly in the field
• A portfolio of systems you’ve designed that still work years later

Additional Information:

• Benefits: Medical Insurance, Dental and Vision Insurance, Time Off, Parental Leave, Competitive Salary, Retirement Plan, Stock Options, Life and Disability Insurance, Pet Insurance
• Saronic CCPA Notice for Candidates and California Employees: This role requires access to export-controlled information or items that require “U.S. Person” status.

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