Laurel is on a mission to return time. As the leading AI Time platform for professional services firms, we’re transforming how organizations capture, analyze, and optimize their most valuable resource: time. Our proprietary machine learning technology automates work time capture and connects time data to business outcomes, enabling firms to increase profitability, improve client delivery, and make data-driven strategic decisions. We serve many of the world's largest accounting and law firms, including EY, Aprio, Crowell & Moring, and Frost Brown Todd, and process over 1 billion work activities annually that have never been collected and aggregated before Laurel’s AI Time platform.
Our team comprises top talent in AI, product development, and engineering—innovative, humble, and forward-thinking professionals committed to redefining productivity in the knowledge economy. We're building solutions that empower workers to deliver twice the value in half the time, giving people more time to be creative and impactful. If you're passionate about transforming how people work and building a lasting company that explores the essence of time itself, we'd love to meet you.
Laurel is looking for an experienced technical pre-sales solutions engineer (SE) to join the go-to-market (GTM) team. The role spans multiple disciplines including, but not limited to performing demos, providing subject matter expertise in security and data protection, responding to customer questionnaires, scoping implementations including API and on-premise integrations, and providing deep dive "under the hood" walkthroughs for customers and prospects. Additionally, the Solutions Engineer will construct proof of value (POV) exercises and support the sales team with technical objection handling and defining technical differentiation. Improving the platform's time to value (TTV) through technical integrations on the pre-sales side is an important part of this role.
Additionally, as this is a senior SE position, you will also be responsible for identifying opportunities for automation and writing code to implement your ideas. At Laurel we pride ourselves on having the fastest implementation of any timeops product in the industry and offering full white-glove service to get our customers fully up and running. You should have a passion for collaborating with engineers and helping customers deploy complex systems.
This will be a technical role that will work closely with both account managers and product teams.
Product Demonstrations: Conduct tailored product demonstrations for prospects across law firms, accounting firms, and professional services organizations, showcasing Laurel's time tracking, AI capabilities, and integrations
Technical Discovery: Lead technical discovery sessions to understand prospect architecture, existing tech stacks, integration requirements, and security/compliance needs
Proof of Value (POV) Design: Design, scope, and execute POV exercises that demonstrate measurable business outcomes and validate Laurel's value proposition within prospective customer environments
RFP & Security Questionnaire Management: Own responses to technical components of RFPs, security questionnaires, vendor onboarding forms, and compliance documentation (SOC 2, HIPAA, GDPR, etc.)
Security & Compliance SME: Serve as subject matter expert on information security, data protection, encryption, data residency, and privacy regulations
Integration Scoping: Assess and document integration requirements with practice management systems, ERP systems, SSO providers, and other enterprise applications
Competitive Differentiation: Articulate Laurel's technical advantages over competitors, particularly around security architecture, integrations and AI/ML capabilities
Deep Dive Technical Sessions: Conduct "under the hood" architecture sessions explaining Laurel's platform, data flows, AI models, API capabilities, and infrastructure
Pre-Sales to Implementation Handoff: Ensure seamless transition from pre-sales to implementation teams with comprehensive technical documentation and scoping
Demo Environment Management: Maintain and continuously improve demo environments, ensuring they reflect current product capabilities and meet quality standards
Sales Enablement: Develop and deliver training for Account Executives on technical positioning, demo flows, and common technical objections
Identify Automation Opportunities: Proactively identify repetitive processes in the pre-sales and implementation workflow that can be automated
Optimize Time-to-Value: Continuously work to reduce implementation and POV timelines through better pre-sales technical discovery, scoping accuracy, and handoff processes
Sales Partnership: Work directly with Account Executives throughout the sales cycle, providing technical support on calls, strategizing on deals, and handling objections
Product Feedback Loop: Collaborate with Product and Engineering teams to communicate customer requirements, competitive insights, and feature requests
Customer Success Alignment: Partner with implementation and customer success teams to ensure technical commitments made during pre-sales are delivered post-sale
5+ years in a Solutions Engineering, Sales Engineering, or Technical Consulting role in B2B SaaS
Strong understanding of enterprise software architectures and integration patterns
Strong understanding of cloud infrastructure (AWS, Azure) and familiarity with concepts like VPCs, encryption at rest/in transit, and data residency
Working knowledge of security and compliance frameworks such as SOC 2, ISO 27001, GDPR, HIPAA, CCPA
Experience scoping and supporting technical implementations including integrations with third-party enterprise systems
Proficiency in at least one programming language (Python, JavaScript, or similar) for scripting and automation
Some experience with data analytics (Tableau, ThoughtSpot, BI tooling) and data engineering (ETL/ELT, SQL, APIs, JSON)
Experience with common enterprise authentication and SAML SSO (AD, Okta, Auth0)
Experience selling or implementing software for professional services organizations (law firms, accounting firms, consulting firms) strongly preferred
Familiarity with practice management systems (e.g., Elite 3E, SAP, Aderant, Clio) and related ecosystems
Understanding of time tracking, billing, and financial management workflows in professional services contexts
Proven track record of supporting complex enterprise sales cycles from discovery through close
Experience designing and executing proof of value (POV) or proof of concept (POC) programs
Skilled at responding to RFPs, security questionnaires, and technical diligence requests
Ability to translate complex technical concepts into business value for both technical and non-technical audiences
Exceptional demonstration and presentation skills, comfortable presenting to C-level executives and technical teams
Technical presales qualification experience using MEDDIC/MEDPICC frameworks
Experience with AI/ML concepts and implementations - including training, AI security
Track record of building internal tools or automation that improved team efficiency
Previous experience at a high-growth B2B SaaS company
Experience wit
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