{"id":518492,"url":"https://alion.io/job/bland-enterprise-solutions-engineer","title":"Enterprise Solutions Engineer","company":{"id":15360,"name":"Bland","domain":"bland.ai","url":"https://alion.io/company/bland","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"B","score":74,"open_postings":16,"ghost_share":0.438,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":54,"computed_at":"2026-11-01T06:10:25Z"}},"role":"Solutions","role_family":"Solutions","seniority":"middle","employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["San Francisco, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":500000,"max":null,"currency":"USD","period":"year","gross":null,"usd_annual":500000},"salary_estimate":null,"experience_years_min":4,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"LLM","optional":false},{"name":"Speech Recognition","optional":false},{"name":"Text-to-Speech","optional":false},{"name":"Voice Agents","optional":false}],"status":"live","first_seen_at":"2026-08-06T00:11:44Z","employer_posted_date":"2026-08-06","last_verified_at":"2026-11-02T02:37:34Z","board_verified":true,"closed_at":null,"days_open":88,"trust":{"level":"ok","repost_count":0,"flags":["company_stale"],"days_open":87},"description":"Enterprise Solutions Engineer\nReports To:Taylor Hyde - VP, Sales\nLocation(s): San Francisco preferred (3-5 days in office); open to remote\nTitle: Enterprise Solutions Engineer\nExperience Level: Individual Contributor\nFunction: Pre-Sales | Solutions Engineering\nCore Product: Bland AI - Enterprise Voice AI Agent Platform\nBusiness Model: Platform fee (tiered) + consumption-based per-minute pricing\nTotal Funding: $100M+ raised; most recent $50M Series C led by Dell Technologies Capital\nAbout Bland AI\nBland AI is the enterprise voice AI platform built for organizations with high-volume, complex customer conversations. Founded by Sobhan Nejad and Isaiah Granet in San Francisco, Bland built its own voice models and infrastructure from the ground up to solve the latency, reliability, and control challenges that have historically limited enterprise adoption of voice AI. Today, Bland powers more than 3.5 million calls per week across regulated industries and has raised over $100M to accelerate its mission of building the most secure enterprise platform for high-stakes customer interactions.\nToday, Bland's platform fully resolves up to 65% of inbound calls autonomously-handling not just FAQs, but multi-step workflows, authentication, business-rule-based routing, and live data lookups. For large contact center operators, every additional percentage point of autonomous resolution can translate to $500K-$1M+ in annual savings, making the ROI story unusually compelling.\nBland's biggest technical differentiator is that it owns and operates the entire voice stack in-house-speech recognition, orchestration, and text-to-speech-rather than stitching together third-party APIs. This architectural approach gives enterprise customers greater reliability, security, governance, and customization, particularly in highly regulated industries.\nWhy This Role Matters\nBland is building a more structured pre-sales motion as enterprise demand grows. Today, pre-sales is supported by a founding sales engineer, founders, AEs, and forward-deployed engineers. As the market becomes more competitive, Bland needs Solutions Engineers who can help prospects understand not just what the product does, but why Bland is the right technical and business choice.\nThis is a hands-on IC role focused on technical discovery, demo execution, POV scoping, and technical evaluation. You’ll partner closely with AEs, FDEs, Product, and Engineering to help Bland win enterprise deals by proving value quickly and credibly.\nThis is not a traditional “demo-only” SE role. You’ll be expected to get deep into customer workflows, understand the technical and operational environment, scope POVs tightly, configure compelling demos, and keep evaluations moving with urgency.\nRole Overview\nAs a Solutions Engineer at Bland, you’ll own the technical side of the sales process from discovery through Proof of Value. You’ll help customers understand where Bland can create ROI, how the platform fits into their existing systems, and what a successful deployment could look like.\nYou’ll be one of the first dedicated SEs at the company, meaning you’ll have the opportunity to shape the motion as it evolves - but the immediate need is execution: running strong discovery, building great demos, managing technical evaluations, and helping enterprise buyers feel confident choosing Bland.\nCore Responsibilities\nTechnical Discovery & Qualification\nLead technical discovery with prospective customers to understand call center workflows, existing systems, integration requirements, operational pain, and AI readiness.\n\nIdentify where Bland can deliver the clearest ROI and where the platform is best positioned to win.\n\nQualify technical fit early so the team invests time in the right opportunities.\n\nSurface Bland’s technical differentiators naturally in discovery, especially around reliability, latency, security, governance, and customization.\n\nWork closely with AEs to define the technical win strategy for each opportunity.\n\nDemo & Proof of Value Execution\nDesign and run demos that map directly to a customer’s workflows, not generic product walkthroughs.\n\nScope POVs around clear success criteria, timelines, milestones, and stakeholder expectations.\n\nConfigure custom voice agent demos and technical proof points that show how Bland handles real-world complexity.\n\nKeep POVs focused and commercially relevant, avoiding unnecessary scope creep or “science projects.”\n\nPartner with FDEs and Engineering when deeper technical resources are needed, while protecting their time and keeping the sales process efficient.\n\nDrive urgency throughout the evaluation process by clearly defining next steps, owners, and decision points.\n\nTechnical Credibility & Customer Presence\nAct as a credible technical voice in front of technical buyers, operators, InfoSec teams, procurement, and executive stakeholders.\n\nExplain Bland’s architecture, in-house voice stack, integration approach, and data/security posture in a clear and commercially relevant way.\n\nSupport prospects through RFIs, security questionnaires, technical due diligence, and enterprise procurement processes.\n\nBuild trust with skeptical buyers by being direct, knowledgeable, and honest about both Bland’s strengths and current limitations.\n\nHelp customers understand what is possible today, what requires additional configuration, and what is not the right fit.\n\nCross-Functional Partnership\nPartner closely with AEs on discovery, win plans, POV strategy, and deal execution.\n\nCollaborate with FDEs on handoff, resource planning, technical feasibility, and implementation readiness.\n\nFeed product gaps, competitive learnings, customer feedback, and recurring technical objections back to Product and Engineering.\n\nContribute to demo assets, POV templates, technical documentation, and repeatable pre-sales materials as the motion matures.\n\nHelp define what “great” looks like for Solutions Engineering at Bland as the team scales.\n\nIdeal Candidate Profile / Role Requirements\nWe’re looking for someone who can sit at the intersection of technical depth, customer presence, and commercial urgency. You should be comfortable going deep with technical buyers, configuring compelling demos, and working side-by-side with sales to move deals forward.\nYou do not need to be an LLM or voice AI expert today, but you should be highly curious, technically sharp, and excited to ramp quickly in one of the fastest-moving categories in AI.\nMust-Have Experience\n4-8+ years of Solutions Engineering, Sales Engineering, or technical pre-sales experience at a B2B SaaS company.\n\nExperience running technical discovery and supporting enterprise sales cycles.\n\nHas owned or meaningfully contributed to technical POVs, POCs, pilots, or evaluations.\n\nStrong understanding of how to define POV success criteria, manage scope, and keep technical evaluations on track.\n\nTechnical enough to configure demos, understand APIs, work with prompts, reason through integrations, and engage credibly with customer engineering or IT teams.\n\nCommercially strong enough to partner closely with AEs and understand how technical work ties back to deal progression.\n\nComfortable operating in ambiguity at an early-stage or high-growth company.\n\nGenuine interest in AI, LLMs, voice automation, and enterprise workflow transformation.\n\nNice-to-Have Experience\nBackground at a horizontal platform, developer infrastructure, API, automation, or workflow company.\n\nExperience with voice AI, conversational AI, CPaaS, CCaaS, contact center technology, or customer support automation.\n\nExperience selling into regulated or operationally complex industries such as healthcare, financial services, insurance, logistics, or enterprise support.\n\nHas helped build or improve demo environments, POV frameworks, SE playbooks, or technical evaluation processes.\n\nStartup experience where the pre-sales motion was still being defined.\n\nWhat \"Great\" Looks Like in This Role\nYou quickly understand a customer's business, technical environment, and call center workflows, identifying where Bland can drive measurable ROI.\n\nYou can articulate why Bland's self-hosted voice infrastructure matters and confidently engage with architects, engineering leaders, security teams, and other highly technical stakeholders.\n\nYou intuitively understand both business and technical requirements, identify the fastest path to value, and clearly communicate that plan to the customer.\n\nYou build demos that feel tailored to the customer's business-not like a canned product tour.\n\nYou scope POVs that are achievable, commercially focused, and tied to clear success criteria, timelines, and buying milestones.\n\nYou understand how enterprise customers buy software and tailor technical evaluations to the priorities of executives, operators, engineering, procurement, and InfoSec stakeholders.\n\nYou know how to control technical evaluations so they don't drift, stall, or balloon in scope.\n\nYou are credible with technical buyers while remaining commercially oriented, partnering closely with AEs to drive the technical win.\n\nYou are direct and honest with customers, especially when discussing tradeoffs, security, implementation complexity, and product limitations.\n\nYou move with urgency and are never the bottleneck.\n\nEvery POV you run makes the next one stronger by documenting learnings, improving the process, and raising the bar for the team.\n\nCompensation & Benefits\nSignificant equity in a high-growth, well-funded AI company\n\nSF-based with strong in-person culture\n\nFull benefits package\n\nAdditional Information\nBland is an equal opportunity employer. We are committed to proving equal employment opportunities to all qualified applicants and employees and do not discriminate based on any legally protected characteristic. \nBland participates in the E-Verify employment verification program. All new hires are required to complete the Form I-9, and employment will be verified though E-Verify as part of the onboarding process.","description_format":"text","description_chars":9999,"description_truncated":false,"requirements":{"experience_years_min":4,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Conversational AI","Speech & Audio AI","AI Agents"],"lifecycle":[{"event":"open","at":"2026-09-07T22:10:33Z"}],"visa":[],"liveness":{"score":23,"band":"cold","label":"Long shot","p_open":1,"p_active":0.632,"p_room":0.36,"age_days":87,"expected_fill_days":54,"reasons":["conf:3","win:tail","crowd:"],"computed_at":"2026-11-01T06:10:25Z"},"pay":{"stated_usd_annual":500000,"is_top_pay":true},"html_url":"https://alion.io/job/bland-enterprise-solutions-engineer","json_url":"https://alion.io/job/bland-enterprise-solutions-engineer.json","meta":{"generated_at":"2026-11-02T05:30:31Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":7960,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-03T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":15360},"rest":"https://alion.io/mcp/rest/get_company?id=15360"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fbland-enterprise-solutions-engineer"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fbland-enterprise-solutions-engineer"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fbland-enterprise-solutions-engineer"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/bland-enterprise-solutions-engineer\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fbland-enterprise-solutions-engineer"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":518492}},{"tool":"search_jobs","arguments":{"company":"bland.ai","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":518492},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. Docs: https://alion.io/developers"}}