Head of Pre-Sales Engineering

Head of Pre-Sales Engineering

Tulip, the leader in AI-native frontline operations, is helping companies around the world equip their workforce with composable, connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Tulip's cloud-native, no-code platform, powered by embedded AI, is driving the digital transformation of industrial environments through composable, human-centric solutions that go beyond disrupting the Manufacturing Execution System (MES) category.
A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany, Hungary, Singapore, and Israel. Tulip has been recognized as a World Economic Forum Global Innovator, a 2024 Deloitte Technology Fast award winner, one of Energage's Top Workplaces USA, and one of Built In Boston's "Best Places to Work" and "Best Midsize Places to Work."

The Head of Pre-Sales Engineering is ultimately accountable for the Pre-Sales Charter: winning qualified opportunities to drive sustainable cARR growth. This role serves to bridge the gap between product capability and industrial business value. We are looking for a systems-thinker who believes there is a better way to handle digital transformation — a leader who views Pre-Sales as a high-leverage engine built on standardized processes, technical trust, and a passion for manufacturing.

• You are deeply passionate about the manufacturing space. You understand that "technical trust" is the foundation of long-term customer success and revenue acceleration.
• You thrive on communicating and can do so across all levels—from the shop floor to engineering managers to C-suite executives.
• You naturally look to build and use tools, systems, and processes. You are a "get-it-done" leader who can easily switch between thinking creatively about industrial digital transformation and thinking analytically about global systems, data-driven win rates, and pipeline velocity.
• You are comfortable operating in a matrix organization. You have deep empathy, low ego, and the ability to motivate a diverse, global team to deliver on aggressive goals.
• You thrive in a dynamic, fast-growing startup environment. You understand that your success is measured by Tulip's ability to scale high-quality technical execution globally.

• 10+ years of experience leading technical sales or professional services, with 5+ years in a senior leadership capacity (managing managers) within a global SaaS scale-up.
• 10+ years of valuable experience in Manufacturing or Industrial operations. You speak the language of MES/MoM, ERP, IIoT, and WMS fluently.
• Proven ability to partner with Sales leadership to drive ARR growth. Deep understanding of the value-based selling cycle, contract negotiation, and the intersection of technical requirements and commercial outcomes. Has a track record of exceeding KPIs (cARR, Win Rate, ADS).
• A strong track record of streamlining processes and driving standardization and repeatability across multi-divisional, multi-geographical stakeholders.
• Expert in uncovering customer pain, identifying value levers, articulating the ROI, mapping the path to value realization through Tulip's product, services and ecosystem capabilities and aligning this journey to the customers strategic objectives at the enterprise level.
• MS or higher in a related engineering discipline (Mechanical, Industrial, Computer Science); an MBA is preferred.

• Scaling the Function: Direct leadership of the global Pre Sales Engineering group, with a focus on scaling the organizational design and culture to meet the needs of the business.
• Mentorship & Growth: Mentor and develop people managers and technical leaders and team members, fostering a learning organization culture and managing the full employee lifecycle in partnership with team leaders.
• Matrix Alignment: Partner with GTM and Product leadership to establish company goals and a unified vision for the customer adoption journey.

• Leadership of the Pre Sales functions:
  • Technical & Value Discovery:
    Ensure the team effectively identifies operational challenges…