{"id":3520503,"url":"https://alion.io/job/spyne-principal-solution-engineer-pre-sales","title":"Principal Solution Engineer (Pre Sales)","company":{"id":2082579,"name":"Spyne","domain":"spyne.ai","url":"https://alion.io/company/spyne","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Keka","truth_index":{"grade":"A","score":92,"open_postings":3,"ghost_share":0,"stale_share":0.333,"repost_share":0,"time_to_fill_p50_days":50,"computed_at":"2026-11-01T06:10:25Z"}},"role":"Solutions","role_family":"Solutions","seniority":"lead","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["Gurgaon, India"],"countries":["IN"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":3500000,"max":4500000,"currency":"INR","period":"year","gross":null,"usd_annual":47660},"salary_estimate":null,"experience_years_min":8,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"Computer Vision","optional":false},{"name":"LLM Guardrails","optional":false},{"name":"SOC 2","optional":false}],"status":"live","first_seen_at":"2026-10-30T08:17:09Z","employer_posted_date":"2026-10-30","last_verified_at":"2026-11-01T07:15:41Z","board_verified":true,"closed_at":null,"days_open":1,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":1},"description":"About Spyne\nSpyne is building the AI operating system for automotive retail. We started with visual merchandising, expanded into conversational AI, and are now putting AI agents across the dealership so dealers move inventory faster, respond to buyers instantly and run more of their operation with AI. Founded by operators from Amazon, Cox and OYO, Spyne has grown 30x in under 3 years and powers 1,500+ dealerships across the US. We're backed by Accel, Vertex Ventures and Storm Ventures.\nWhat we're building:\n Studio AI (Visual Agents): turns a smartphone capture into a complete, publish-ready listing, so cars reach the website faster.\n Vini AI (Conversational Agents): answers every call, chat and text across sales and service, and writes outcomes back into the dealer's DMS and CRM. We’re building a family of agents for recall, receptionist, reputation, acquisition, sales and service, built for dealers to try and turn on themselves.\nAI Contact Service: Vini at the core with a human BDC team around it, delivering the outcomes dealers expect from an in-house BDC.\n DealerOS: the layer that brings it all together. It sits above the dealer's existing software (DMS, CRM, inventory, website, service) and runs agents across the vehicle journey, from sourcing to sale to service.\nSpyne is emerging as one of the category leaders redefining how dealerships operate in the AI era. See DealerOS in action: https://www.youtube.com/watch?v=gjehUZhJi3k\nRole snapshot\nThe Principal Solution Engineer owns the technical win on Spyne's largest US dealer-group and enterprise deals - from first discovery call to a clean handover into Onboarding.\nTitle: Principal Solution Engineer (Presales)\nTeam: Sales and Revenue - Solutions Engineering\nReports to: Head of Sales\nLocation: Gurgaon (Onsite), US Business Hours with Eastern/Central overlap; periodic US travel to dealer groups and events\nLevel: Principal IC; may lead 2-4 SEs as the function scales based on performance\nWorks with: Account Executives, Sales leadership, Product, Engineering, Onboarding / Customer Success\nCore responsibilities: The Deal Cycle You Own\nYou own five stages of every qualified deal, in this order. Each stage has a defined output that the next stage depends on.\nDiscovery - understand the dealership before showing anything\nLead structured discovery with dealer principals, GMs, used-car managers, BDC and internet managers, marketing heads and dealer-group IT.\nMap the current vehicle lifecycle: acquisition, recon, photography, listing, lead response, appointment, sale, service.\nQuantify pain in dealer terms: time-to-line (days from acquisition to live listing), photo turnaround, lead response time, missed after-hours leads, appointment show rate, cost per sold unit, aged inventory.\nDocument the current stack: DMS (CDK, Reynolds & Reynolds, Dealertrack, Tekion), CRM (VinSolutions, DealerSocket, Elead), website provider, inventory feeds and marketplaces (Cars.com, AutoTrader, CarGurus, Facebook).\nQualify technical fit and flag disqualifiers early; agree a written mutual success plan with the AE.\nDemos - show their workflow, not our feature list\nBuild tailored demos using the prospect's own VINs, inventory photos and lead scenarios.\nDemo Studio AI and Vini AI together as one inventory-to-sale story, adjusted for franchise vs independent, single store vs group.\nRun live, role-specific sessions for executives (ROI), operators (daily workflow) and IT (integration, security, data flow).\nHandle objections on accuracy, brand consistency, AI conversation quality, compliance (TCPA, consent) and switching cost.\nScoping - define exactly what will be delivered\nScope rooftops, modules, volumes (vehicles per month, lead volume), integrations, data feeds and custom requirements.\nDesign and run pilots / proofs of concept with written success criteria, owners and a fixed end date.\nSize implementation effort and timelines with Onboarding; validate any non-standard ask with Product and Engineering before it is promised.\nBuild the business case and ROI model with the AE for the economic buyer.\nSolution document - the single source of truth for the deal\nAuthor the solution design for every deal above the enterprise threshold: business objectives, current vs future-state workflow, modules and configuration, integration architecture, data flows, assumptions, out-of-scope items, risks and success metrics.\nOwn technical sections of RFPs, security questionnaires and order-form exhibits.\nGet sign-off from the customer's operational and technical owners before contract.\nHandover to Onboarding - zero loss of context\nRun a formal internal handover: solution document, success criteria, stakeholder map, integration checklist, open risks and commitments made in the sale.\nJoin the customer kickoff to introduce Onboarding and restate scope and success metrics.\nStay on point for technical escalations through go-live; review first 30-day adoption against the scoped success criteria.\nSenior presales responsibilities\nBeyond individual deals, a Principal SE raises the win rate of the whole revenue team.\nStrategic deal leadership\nAct as technical lead on the top 10-15 opportunities each quarter: dealer groups, OEM and distributor programmes, marketplace and platform partnerships.\nBuild account-level solution strategy and multi-year expansion paths (rooftop rollout, module cross-sell).\nEngage C-level and dealer-principal audiences as a credible automotive retail advisor, not a product presenter.\nLead competitive positioning against merchandising, conversational AI, website and CRM vendors; maintain win/loss insight.\nPresales assets and standards\nOwn the demo environment, demo scripts and reusable demo data sets.\nCreate and maintain discovery frameworks, solution document templates, ROI calculators, reference architectures and the security/RFP answer library.\nDefine the pilot playbook: entry criteria, success metrics, timeline and conversion path.\nEnablement and team building\nCoach AEs and junior SEs on discovery, demo craft and technical objection handling; run deal reviews and demo certifications.\nOnboard new revenue hires on product, integrations and the dealer workflow.\nHelp hire and build out the SE function as Spyne scales in the US.\nVoice of the customer\nFeed structured field insight into Product: feature gaps, integration requests, deal-blocking issues, with revenue attached.\nPartner with Product Marketing on launches, positioning and sales collateral.\nRepresent Spyne at industry events (e.g. NADA, Digital Dealer) and on customer advisory sessions.\nForecasting and governance\nProvide a technical-win view on every committed deal in the forecast.\nTrack presales capacity, deal coverage and pilot outcomes; report to the CRO.\nProtect margin and delivery: no unscoped commitments, no custom work without sign-off.\nHow success is measured\nThe role is judged on technical wins, deal quality and how cleanly deals land in delivery. Targets are set with the CRO in the first 30 days.\nTechnical win rate: Share of SE-engaged opportunities where Spyne is the technical choice\nSE-influenced ARR: New and expansion ARR on deals with SE ownership\nPilot-to-paid conversion: Pilots that convert to contract within the agreed window\nSales cycle length: Days from discovery to signature on enterprise deals\nSolution document coverage: Share of enterprise deals signed with an approved solution document\nHandover quality: Onboarding sign-off on handover; scope changes or escalations in the first 60 days\nTime-to-value: Days from signature to go-live against the scoped plan\nEnablement output: Assets shipped, AEs certified on demo and discovery\nFirst 90 days\n30 days: learn the product, dealer workflow and integration stack; shadow live deals; audit current demo, discovery and handover practice.\n60 days: own technical lead on active enterprise deals; ship the discovery framework, solution document template and handover checklist.\n90 days: run the full deal cycle independently; launch the pilot playbook and demo environment; first AE enablement cohort complete.\nWhat you bring\nMust have\n8-10+ years in B2B SaaS, with 6+ years in presales / solution engineering, including enterprise and multi-stakeholder deals.\nTrack record as technical lead on six-figure ARR deals with US customers.\nHands-on mastery of discovery, value-based demos, pilot design and solution documentation.\nStrong grasp of integrations: APIs, webhooks, data feeds, SSO, and how SaaS fits into a customer's existing stack.\nExecutive presence: can run a room of dealer principals, operators and IT in the same meeting.\nExcellent written English - solution documents and RFP responses that a buyer can sign off on as written.\nComfortable working US hours overlap and travelling to the US.\nStrongly preferred\nSAAS selling experience in global markets specially US market.\nExperience selling AI products - conversational AI, computer vision or generative AI - and explaining accuracy, guardrails and compliance.\nHas worked in a startup enviornment.\nFamiliarity with automotive compliance and consent (TCPA, CAN-SPAM) and security reviews (SOC 2).\nUnderstanding of Integrations, landscape, API's.\nHow you work\nCustomer outcome first; says no to the wrong scope.\nWrites things down; leaves every deal better documented than found.\nMoves fast in a scaling company and builds process only where it removes friction.\nWhat we offer\nA principal-level seat shaping how Spyne sells to the largest US dealer groups and OEMs.\nDirect line to the Head of Sales, and close partnership with Onboarding, Product and Engineering.\nCompetitive fixed pay plus a variable component tied to technical-win and ARR targets.\nRoom to build and lead the Solutions Engineering function as it grows.","description_format":"text","description_chars":9751,"description_truncated":false,"requirements":{"experience_years_min":8,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[{"language":"English","level":"All levels","optional":false}]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Marketing & Sales AI"],"lifecycle":[{"event":"open","at":"2026-10-30T11:53:18Z"}],"visa":[],"liveness":{"score":90,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.903,"p_room":1,"age_days":1,"expected_fill_days":50,"reasons":["conf:2","velocity","win:early"],"computed_at":"2026-11-01T06:10:25Z"},"pay":{"stated_usd_annual":47660,"is_top_pay":false},"html_url":"https://alion.io/job/spyne-principal-solution-engineer-pre-sales","json_url":"https://alion.io/job/spyne-principal-solution-engineer-pre-sales.json","meta":{"generated_at":"2026-11-01T07:49:05Z","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":12042,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-02T00:00:00Z"}},"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":2082579},"rest":"https://alion.io/mcp/rest/get_company?id=2082579"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fspyne-principal-solution-engineer-pre-sales"},{"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%2Fspyne-principal-solution-engineer-pre-sales"},{"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%2Fspyne-principal-solution-engineer-pre-sales"},{"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/spyne-principal-solution-engineer-pre-sales\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fspyne-principal-solution-engineer-pre-sales"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3520503}},{"tool":"search_jobs","arguments":{"company":"spyne.ai","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3520503},"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); 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