Solutions Engineer

Award Spring is an established, growing SaaS company that partners with hundreds of colleges, universities, and foundations across the US and Canada to award scholarships and manage their donors. We complete the virtuous cycle of giving, getting, and giving again, on a mature, multi-tenant platform, with a small, focused team.

You are the technical voice on Award Spring's calls. You know each product in the platform at the deepest level, and you use that to show a prospect or customer how Award Spring can be the solution for the work they need to manage. When a Vice President of Financial Aid wants to see how her scholarship process would actually run, you show her.

When there's a better way to get there than the one she asked about, you suggest it and offer alternatives.

You are ready to speak with all of the functional and technical teams in an institution. You can walk a financial aid administrator through how awarding, reviews and reporting would work for her office. Then you can turn to the IT team and talk integrations, SSO and data in their language. You know when a deal needs those stakeholders, and you know how to bring them in.

Most of your week (at least 60%) is live conversation, about 80% with prospective customers and 20% with current customers. Account Executives bring you in for technical discovery, demos built around what this institution needs, IT and security calls, and the technical and security sections of RFPs. Customer Success Managers invite you in for a setup that needs deep technical work, or an upsell that needs a technical answer.

You help with the transition of technical items between Sales and Onboarding. What you scope with the customer is what our Onboarding Specialists build. So you don't overpromise. When something needs a clearer answer before we commit to it, you bring in the right people inside Award Spring first, and you write down what we agreed to.

You don't carry an individual sales target, but your bonus is earned on the outcome of your work. You're on the calls that decide whether we win, retain, and expand our business. You win when the team does.

The mechanical work around the call is handled for you: account briefs before a call, call recaps, first drafts of security questionnaires, and demo sites with sample data. What's left is the part that decides the deal: reading the room, knowing what fits, and earning the trust of the person who has to sign off on us.

Award Spring is an AI-native company. Nearly 100% of the code in our product is AI-generated, and every team here operates on the same principle: routine work gets delegated to AI so people spend their hours on the problems that actually need judgment.

We hire for three things:

• Intellectual curiosity. When you don't know something, you go learn it instead of waiting to be taught.
• Agency. You act without waiting for permission. You take ownership of the problems in front of you and move on them decisively.
• Ambition. You want your work to matter. You are here for real impact, and you are willing to push past your own limits to make it.

We are a small, focused team on a mature, multi-tenant platform. Nobody here has a narrow lane.

• Spend most of your week with prospects and customers, talking through their technical solution.
• Keep your calendar open to the Account Executives. They book you directly for the college and foundation deals that need a technical voice.
• Be the second voice the Account Executive wants, not the one who takes the call over.
• Escalate internally when a deal needs more help. Bring in Engineering leadership when a deal needs an architecture call or a commitment we have not made before. Engineering owns the answers; you are the voice on the call.
• When you do a demo, address the real problem, then show the few things that solve it, not the whole product.
• Know the product and how it fits each institution's systems: APIs, webhooks, SIS (Banner, Colleague/Ethos, Workday Student and others) and SSO. Scope integrations honestly, and say what fits before the contract, not after.
• Own the technical and security sections of every RFP, and every security review, including HECVAT and IT questionnaires. Sales owns the RFP and its timeline. You sign off on the technical and security sections, and you consult the CTO before we commit to anything new.
• Hand every closed deal to onboarding with a written scope before kickoff: integrations, configuration, and what was and wasn't promised.…