Key Skills

Job Description

Position Overview: We are looking for a Head of Solutions Engineering to lead our Solutions Engineering team. Solutions Engineering sits at the intersection of Sales, Product and Engineering, running the technical side of every deal that matters: demos, proof of concepts, and the detailed answer to “can the Lobster Data Platform actually do this.” You'll lead a team of 7 Solutions Engineers working hybrid across our Tutzing and Amsterdam offices. You’ll get to take ownership of: Building and leading the Solutions Engineering team Shaping technical pre-sales strategy and process Owning the end-to-end technical sales cycle Identify and develop technical champions at customers Design and present tailored solution concepts Develop implementation approaches for prospective customers Work closely with Sales, Engineering, and Professional Services Work hand in hand with the sales team to close deals What You’ll Bring: Solid experience years leading or building a technical pre-sales or Solutions Engineering team Confidence running technical needs assessments and uncovering underlying business requirements Experience mapping key personas in the buying cycle, tailoring the story to each stakeholder, and building technical champions Bachelor’s, Master’s, or a comparable degree Fluent English, German is a plus Real-world experience with several forms of data integration (APIs, EDI, IoT, ETL, EAI, message bus) and the business processes behind them Good understanding of customer processes and core systems in retail/wholesale, manufacturing, and logistics Compelling technical presentations, demos and proof of concepts, on both a business and a technical level Nice-to-have: experience with B2B sales qualification frameworks (e.g. MEDDPICC) Willingness to travel multi-day for company events and team meetings You can look forward to: Modern offices in Germany and the Netherlands A personal Learning & Development budget Up to 30 days of remote work per year from any EU country 2 additional paid days off on Christmas Eve and New Year's Eve Company Pension plan 30 vacation days a year Location-specific benefits packages (your recruiter will be happy to provide more details during your first chat) Company-sponsored business travel If you're excited about this role but don't meet every qualification, we encourage you to apply! Lobster is an equal opportunity employer. We are committed to fostering a diverse and inclusive environment where empathy and respect guide our interactions. About Us Lobster is the go-to data integration platform for complex, multi-party supply chains. It connects suppliers, partners and systems across EDI, APIs, legacy databases, AI and more – with 90+ pre-built connectors, 2000+ customers and 20 years of supply chain expertise. Lobster empowers teams to build their own integrations with visibility and control at every step. Data gets enriched along the way, using workflows, exception handling and human input where needed. Purpose-built for logistics, manufacturing and retail, Lobster helps organizations reduce integration complexity, respond faster when requirements change, and keep their supply chain data flowing as operations evolve.

Core Responsibilities

Lead and develop a seven-person Solutions Engineering team while shaping technical pre-sales strategy and owning the technical sales cycle. Partner with Sales, Engineering, and Professional Services to assess customer needs, develop tailored solutions and implementation approaches, and help close deals.

Requirements

The role calls for substantial experience building or leading a technical pre-sales or Solutions Engineering team, along with strong customer discovery, stakeholder engagement, and presentation skills. Candidates should have hands-on experience with multiple data integration methods and understand customer processes and core systems in retail or wholesale, manufacturing, and logistics; a degree and fluent English are required, while German and MEDDPICC experience are advantageous.

Benefits

• Learning and Development Budget
• Remote Work up to 30 Days per Year from Any EU Country
• Two Additional Paid Days Off on Christmas Eve and New Year's Eve
• Company Pension Plan
• 30 Vacation Days per Year
• Location-Specific Benefits
• Company-Sponsored Business Travel