Location: Remote-first (United States)
Full-time
Permanent
Exempt (Relevant to US only)
The cash compensation for this role is tailored to align with the cost of labor in different geographic markets. We've structured the base pay ranges for this role into zones for our geographic markets, and the specific base pay within the range will be determined by the candidate’s geographic location, job-related experience, knowledge, qualifications, and skills.
- United States (all figures cited below are in USD and pertain to workers in the United States)
- Zone A: $332,000 - $415,000
Zone B: $297,600 - $372,000
Zone C: $264,999 - $330,000
For sales roles, the ranges provided are the role’s On Target Earnings (“OTE”) ranges, meaning that the ranges include both the sales commissions target and annual base salary for the role. This salary range may be inclusive of several career levels at Webflow and will be narrowed during the interview process based on a number of factors, including the candidate’s market location, job related experience, knowledge, qualifications, and skills. Benefits/additional compensation for this role may include: equity, company bonus or sales commissions/bonuses; retirement plans; health benefits; and wellness stipends
Please visit our Careers page for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
Application Information:
- Application deadline: applications accepted on an ongoing basis until position is closed and filled
This posting is for an existing vacancy
As Senior Director, Solutions Engineering & Value Consulting you will…
Build and Lead a World Class Global Pre-Sales Organization
- Own and develop a multi functional team spanning Customer Solutions Engineering, Partner Solutions Engineering, and Value Consulting.
Lead a second line management structure: coach and develop SE managers and functional leads, driving a culture of high performance, continuous growth, and customer obsession
Attract, recruit, and retain exceptional pre-sales talent across all segments and geographies; champion diversity and inclusion as a core organizational value
Establish a competency model and career development framework that scales IC and leadership talent from Associate SE through Principal and beyond
Own the SE organization's contribution to sales-led revenue targets (inclusive of new logo and expansion ARR), partnering with AEs, sales leadership, and the CRO to increase win rates, deal quality, and average deal size
Scale value based pre-sales motions ensuring SEs are deeply embedded in strategic deal cycles, partnering in discovery, delivering compelling demonstrations, and building differentiated technical proposals
Operationalize one-to-many and scaled presales programs (e.g., demos, webinars, workshops) to extend SE impact
Drive measurable improvement in SE attach rate, discovery participation, and win rates across all segments and geographies
Champion a world-class Value Consulting practice that arms buyers with ROI frameworks, Business Value Assessments (BVAs), and quantitative business cases aligned to MEDDPICC and Challenger methodologies
Expand value consulting impact beyond pre-sales into post-sales (value realization) and the partner ecosystem (scalable ROI tools for agencies and partners)
Enable AE, xDR, SE, and CS teams to lead with value across all customer and partner facing motions
Oversee the development of proprietary AI powered value tools (e.g., ROI calculators, value mapping frameworks) and ensure high adoption and effectiveness across the GTM org
Champion an AI-first mindset across the Solutions org, embedding AI into discovery, demo generation, business value articulation, and day-to-day workflows
Partner with GTM Engineering and Revenue AI leadership to build and scale durable AI-native solutions (e.g., demo generators, storytelling GPTs, agentic workflows) that reduce admin overhead and elevate the quality of customer interactions
Build organizational fluency in agentic AI, developer personas, and emerging technology ensuring the SE team is equipped to speak confidently to Webflow Cloud, APIs, and AI-native capabilities
Develop and operationalize a formal Partner SE strategy enabling agency, technology, and integration partners to confidently sell and implement Webflow independently
Co-build scalable partner enablement programs (talk tracks, technical training, co-sell motions) with the partner enablement team that expand Webflow's commercial ecosystem
Guide the team to embody customer obsession — delivering a consistently differentiated pre-sales experience that builds lasting trust, accelerates deal cycles, and differentiates Webflow in competitive evaluations
Serve as a senior voice of the customer to Webflow's executive staff and EPD leadership, translating field intelligence, demo gaps, product gaps, and market trends into actionable product feedback
Represent the Solutions org in cross-functional forums with Marketing, Product, Finance, Revenue Operations, and Enablement
Build and maintain real-time visibility into team performance through dashboards, OKRs, and business scorecards including SE-influenced ARR, attach rates, win rates, BVA adoption, and AI tool utilization
Partner with Revenue Operations on territory design, capacity planning, segmentation, and comp plan architecture for the Solutions org
Present regular business reviews to the CRO and Sales leadership with clear, data-informed perspectives on impact, gaps, and opportunities
Build key relationships with company executives to help champion solutions and revenue strategy.
BA/BS degree or equivalent experience
You’ll thrive as Senior Director, Solutions Engineering & Value Consulting if you bring:
10+ years of experience in pre-sales, solutions engineering, or technical sales roles in a SaaS or platform company, with 5+ years of second-line leadership experience managing managers across multiple teams or segments
Demonstrated track record of building and scaling high-performing, diverse pre-sales organizations including recruiting, developing, and retaining strong IC and management talent
Strong command of AI-native workflows and emerging technology: comfortable discussing agentic AI, APIs, headless architecture, and developer-centric use cases with technical buyers and internal teams alike
Deep expertise in value-based selling methodologies (MEDDPICC, Challenger, or equivalent) and passion to make this central to how tell your product's differentiated story
Proven ability to drive meaningful revenue impact through pre-sales, influencing ARR, improving win rates, and developing repeatable sales motions across SMB, mid-market, and enterprise segments
Experience leading geographically distributed teams, including EMEA or international presales motions
Exceptional cross-functional collaborator, with a track record of productive partnerships with Sales, Marketing, Product, RevOps, and CS leadership
Strong executive presence and communication skills, able to inspire and align teams, present to C-suite stakeholders, and represent the Solutions function with clarity and conviction
Experience in a high-growth, category-defining SaaS company preferred; familiarity with the web development, content management, or digital marketing platform space is a strong plus
A mindset of staying curious and open to growth — actively building fluency in emerging technologies like AI to unlock creativity, accelerate progress, and amplify impact