Senior Manager, Customer Solutions

Submittable is a growing social impact platform used by thousands of companies, governments, and philanthropic organizations to manage their social impact programs and maximize their impact. In 2023 alone, we helped organizations worldwide run over 31,000 programs and collected nearly 3.2 million applications, resulting in $1.3 billion of funds distributed through our product on behalf of our clients. We are proud to partner with customers in accelerating mission-driven work in top causes, including Equity & Social Justice, Children & Education, Creative & Arts, Health/Wellness, Economic Justice & Opportunity, and the Environment & Climate.

We’re looking for a results-oriented, customer-focused Senior Manager of Customer Solutions who demonstrates the technical depth of ERP and HRIS integrations, has a history of successfully selling software to enterprise clients, and leads and up-leveling a team.

The Senior Manager of Customer Solutions is responsible for directing and managing, in partnership with a first-line manager, a team of Solutions Engineers (SE) and Solutions Architects (SA) in the core verticals where Submittable excels: State Government, Non-Profit, and Corporations. This role partners closely with developers, product managers, and sales teams to define and lead technical strategy throughout deal cycles to enable the Solutions Engineering team to successfully close on the technical and product-specific milestones of the sales cycle. The ideal candidate is a strong technical leader, a relentless innovator, and a forward thinker who believes better is always possible and inspires their team to execute with excellence.  

To be considered, successful candidates must be able to demonstrate how they have identified and linked customer business requirements to capabilities so that the benefits are clearly understood and differentiated from the competition while also building and delivering their vision for the Solution Engineering team. 

This full-time position reports directly to the Director of Professional Services.

What You’ll Be Doing:

• Identify and link customer business requirements to capabilities and demonstrate Submittable’s ability to achieve desired outcomes 
• Lead and drive the team to achieve quarterly revenue targets by partnering with Account Executives, Customer Success, and Expansion teams
• Train and enable team members to write high-quality Statements of Work for technical configuration and customization needs
• Manage all hiring, mentoring, and performance metrics of the Solutions Engineering team
• Provide coaching and development opportunities leveraging sales best practices in the enterprise selling space (selling to a committee of buyers vs. just the end users).
• Identify, implement, and maintain internal best practices and processes to ensure the SE team is performing at a high level 
• Optimize organizational structure to support Submittable’s direct, expansion, renewal, and partner sales channels
• Oversee and contribute to the creation of technical proposals for prospects (including gathering complete technical requirements, technical clarifications of RFP responses, meeting follow-ups, and proposal questions)
• Present solutions to demonstrate the differentiated business value they will provide
• Build a scalable and data-rich demonstration environment (ever evolving along with product roadmap)
• Partner with Product to provide client feedback as seen from the ground level 

You’ll Be Successful With:

• 5+ years of experience in a Sales Engineer, Solution Engineer, or Architect role in a B2B Enterprise SaaS organization 
• 3+ years experience leading a technical team (driving, motivating, inspiring and empowering direct reports)
• Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent experience
• Deep knowledge and contextual understanding of enterprise software systems including CRM, HRIS, Service Desk and Financial/ERP (think Peoplesoft, Workday, and Salesforce)
• Knowledge of how integrations are created with systems; integration points, frameworks, and best practices
• Credible technologist in front of both senior-level IT decision makers as well as security, infrastructure, and enterprise application leaders
• Grants management experience preferred, but not required
• Ability to lead and engage in complex deal discussions with internal ecosystem, driving solutions and outcomes with new business sales, professional services, customer success, product and engineering
• Phenomenal communicator that weaves mission, strategy, objectives and outcomes into accurate, consistent, and compelling storylines that earn and build  trust
• Cultivator of strong relationships with existing operators, prospective customers, direct reports, sales teams and leadership that result in foundations for successful product definition and delivery
• Strong collaboration and communication skills, leadership, organization, and the ability to work well in teams at all levels
• Excitement working with a high performing team and contributing to overall team success
• Knowledge of regulatory compliance frameworks and applying new techniques to meet security and governance requirements
• Experience with end-to-end IT software and systems solution delivery from idea conception, design, development and transition into production operations and maintenance
• Ability to absorb complex technical concepts and customer requirements and communicate them to a non-technical audience
• Ability to lead through ambiguity and complexity to take calculated risks to solve problems, forge new paths for growth, and achieve challenging goals
• Experience navigating all pre-sales activities in the Sales Cycle
• Proven experience responding to and/or collaborating in the RFP process to support technical components of proposals
• Ability to envision creative solution strategies to remove obstacles, build customer relationships, and accelerate sales
• Demonstrated success and tangible outcomes of driving best practice in a high growth organization and rapidly growing market

Leadership Qualities we value at Submittable

• Build relationships and trust through actions
• Able to contextualize and differentiate between immediate vs. future needs

• Take charge and demonstrate accountability to colleagues and internal stakeholders
• Promote cooperation, participation and sharing of ideas and information across organizational boundaries
• Collaborate, consult and involve others in the decision-making process
• Encourage and empower the team to ideate and innovate

Experience With The Following Enterprise Integrations:

• Integration Scripting: Python, Javascript, and Bash/CURL 
• WSDL and flatfile integrations
• SQL, ETL/ELT, and Data Warehouse (snowflake)
• Postman for API experimentation
• Zapier
• Mulesoft
• Tableau, Looker, PowerBI
• Salesforce.com APEX

Salary Details: This position's annual total cash range is $188,000-$215,000 OTE (On Target Earnings) following a 90/10 split. Our salary is just one component of Submittable’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, matching 401(k), and a commitment to career growth and professional development.

Position Location: Following a hybrid work model, this role will be in Bellevue, WA, or Missoula, MT. Employees are expected to be willing to work from one of our office locations twice a week or as needed by your team.

We are interested in every qualified candidate eligible to work in the United States; however, we cannot accommodate scholastic or employment visas at this time.

Why Submittable? 

Joining Submittable means joining a forward-thinking company that values innovation, collaboration, and growth. We aim to empower social good organizations with technology that accelerates their work, sales, and impact. 

To do this, we proudly offer a supportive and dynamic work environment where your contributions will directly impact our success. If you are passionate about legal processes and thrive in a fast-paced, evolving environment, we invite you to apply for this exciting opportunity.

We are delighted to offer highly competitive benefits to our full-time employees, including:

• Health insurance, life insurance, and optional HSA, FSA, and DCA accounts
• 401(k) with employer match from day one
• Equity stock options 
• Flexible hours, including flexible vacations and sick leave, and remote work options
• Generous paid parental leave policy for mothers, fathers, and adoptive parents
• Professional development stipends
• Involvement in community outreach programs for all employees, including company volunteer outings at local nonprofits
• Fully stocked kitchens with complimentary snacks and beverages for all employees working in either office 
• Weekly catered lunches in both offices 
• Monthly company-sponsored happy hours and gatherings 

Belonging & Inclusion Statement 

At Submittable, our team is driven by the belief that technology can be a force for good that furthers social impact and enables corporate social responsibility on a global scale. We are committed to building a workplace that leverages the strength of our community by fostering a safe space to share ideas, embrace unique experiences and abilities, and celebrate and learn from our differences. Through prioritizing inclusion and belonging as the focal points of our culture, we strive to provide an environment where all employees feel safe and welcome to bring their whole, authentic selves to work and are empowered to make innovative contributions that allow our customers to solve evolving complex problems and spread more good.