IPQS is hiring a Technical Sales Manager to lead solutions engineering, technical sales, customer onboarding, and implementation. The role manages and develops technical teams while partnering with Sales, Customer Success, Product, and Engineering to support customer acquisition and successful implementations.

Responsibilities:

Lead IPQS's Solutions Engineering function and establish best practices for technical discovery, solution design, demonstrations, proof-of-concepts, and technical evaluations
Partner closely with Account Executives throughout the sales process to identify technical requirements, business problems, and opportunities for IPQS solutions
Participate in strategic and complex customer calls as the technical leader
Translate customer fraud and risk challenges into technical solutions using IPQS APIs, data products, workflows, and fraud intelligence
Develop and improve technical discovery frameworks, demo environments, proof-of-concept processes, and technical sales collateral
Help Sales teams articulate the technical and business value of IPQS without overcomplicating the solution
Help evaluate customer data, workflows, APIs, and technical architectures to determine the best IPQS solution
Own the technical onboarding experience from closed-won through production implementation
Develop a consistent implementation methodology that reduces time-to-value and accelerates customers toward production use
Establish technical handoff processes between Sales, Solutions Engineering, Implementation, and Customer Success
Develop onboarding documentation, implementation guides, technical FAQs, and customer-facing resources
Work with Product and Engineering to communicate recurring implementation challenges and customer requirements
Hire, manage, coach, and develop Solutions Engineers and technical implementation personnel
Establish clear goals, performance expectations, career paths, and development plans for the team
Conduct regular 1:1s, performance reviews, coaching sessions, and team meetings
Build a culture of technical excellence, accountability, responsiveness, and customer ownership
Develop team members' abilities across technical discovery, fraud-domain expertise, solution design, communication, and customer management
Determine appropriate staffing and resource allocation across sales opportunities and implementations
Build a team capable of supporting both high-volume opportunities and complex strategic accounts

Requirements:

The ideal candidate has managed Solutions Engineers, Sales Engineers, Technical Account Managers, Implementation Engineers, or similar technical customer-facing teams, while remaining comfortable personally engaging in complex enterprise sales cycles and customer implementations
Most importantly, you should already understand the fraud, risk, identity, payments, or fraud-data ecosystem
You should be able to have credible conversations with fraud leaders, risk teams, engineers, product managers, and technical decision-makers about how fraud data is evaluated and incorporated into real-world decisioning systems
3+ years of experience in Solutions Engineering, Sales Engineering, Technical Account Management, Implementation, Professional Services, or a related technical customer-facing function
1+ years of direct people-management experience
Demonstrated experience hiring, coaching, and developing technical teams
Professional experience in fraud prevention, fraud data, payments risk, identity, trust & safety, cybersecurity, transaction risk, or a closely related field
Strong understanding of how fraud and risk teams use data to make automated and manual decisions
Experience working with APIs, integrations, data products, and technical implementations
Experience supporting complex B2B SaaS or data/API sales
Ability to communicate effectively with both highly technical and non-technical audiences
Strong understanding of the enterprise sales process and the role of technical teams within it
Strong project-management and organizational skills
Willingness to remain hands-on and participate directly in important customer opportunities and implementations
This role is for U.S. residents only
Experience with fraud scoring, device intelligence, IP, email, and phone intelligence, as well as, transaction risk, identity verification, or behavioral analytics
Experience working with fraud teams at merchants, fintechs, marketplaces, financial institutions, affiliate businesses, or other high-risk digital businesses
Experience with REST APIs, JSON, webhooks, SDKs, data integrations, and common cloud architectures
Experience managing both pre-sales and post-sales technical functions
Experience building an implementation or professional-services function from the ground up
Experience with proof-of-concept design and technical validation
Familiarity with Salesforce and other CRM/revenue systems
Experience working at a data-as-a-service, SaaS, cybersecurity, fraud prevention, or API-first technology company

Member of Technical Staff - Post-Training

Key skills

About this role