Job Specifications
Your role
As a Solution Architect, Pre-Sales at Ondorse, you'll be the solutioning backbone of our sales team. Your mission: translate complex customer conversion and compliance challenges into elegant functional solutions that win deals.
You'll work hand-in-hand with our sales team to drive the functional and technical aspects of our sales process. You'll manage technical demonstrations, RFP responses and Solutioning programs for deals ranging from €80k to €200k+ with cycles of 4 to 18 months.
Why this is exciting ?
Real enterprise impact : we are consistently competing, and winning, six-figure+ deals with banks and high-profile fintechs. 2025 saw our first €300k+ contracts. 2026 will set a higher bar.
Velocity with credibility : ARR grew 3x last year. We are in the sweet spot where the logo list is strong and the runway for growth is real.
AI that is both shiny and serious : You will design and showcase AI-powered workflows and also define robust, auditable ways to deploy our AI modules in production (harder). You will also use internal AI tools daily to accelerate discovery, build content, and sharpen solution designs.
Seat at the table : You will be the technical and functional backbone of complex pursuits, shaping scope, architecture, competitive strategy, and executive narratives. Your work will directly move the revenue needle and the roadmap.
Key Responsibilities
Pre-sales process ownership: Drive and manage the pre-sales process with direct and channel customers
Scoping & solutioning: Lead discovery sessions with prospects to understand their architecture, integration requirements, data flows, and compliance constraints. Map pain points to Ondorse capabilities and design tailored integration solutions (compliance workflows, integration architectures).
Product demonstrations: Create and deliver compelling, customized product demonstrations that showcase Ondorse's value. Adapt your presentations to different audiences (technical teams, compliance officers, C-level).
RFP management: Lead the functional and technical sections of RFPs and RFIs. Provide clear, accurate, and compelling responses about compliance workflows and system integrations.
Technical sales enablement: Act as point of contact for the sales team on technical concepts, create technical sales collateral, maintain a demo environment, and build internal documentation.
Product feedback loop: Act as the voice of the prospect to our Product team. Report technical blockers, feature requests, competitive insights, and integration challenges.
Partnership enablement: Support channel partners and integrators with functional training and documentation.
What we are looking for?
Pre-sales experience: 2-4 years in pre-sales, solutions engineering, sales engineering, or technical consulting in a B2B SaaS environment. Proven track record of contributing to closed deals.
RFP management: Experience managing RFP responses. Ability to coordinate cross-functional teams and deliver on tight deadlines.
Hands-on problem solver: Comfortable configuring systems, running tests, analyzing data, and troubleshooting issues. You're not afraid to get your hands dirty.
Technical foundation: Strong understanding of APIs, integrations, data formats (JSON, XML), webhooks and general SaaS architecture.
Strong communicator: with proven ability to explain complex concepts to any audience, work with client IT teams on integrations, and build trust through strong interpersonal skills and active listening.
Self-starter mentality: Autonomous, organized, and proactive. You can work independently while knowing when to ask for help.
Languages: Fluent French and English (written and spoken).
Bonus points: Industry experience in financial crime, fraud, AML, banking & payments, or similar.
About the Company
Our mission is to elevate the role of PreSales in organizations worldwide. We aim to provide PreSales professionals with the resources, knowledge, network, and mentorship to develop long, impactful careers in PreSales.
Our vision is to create a global community of professionals who have a passion for PreSales. A place where individuals in a PreSales role, or anyone who aspires to be, will be supported in their professional development.
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