The Opportunity
As a Solutions Engineer at Coursedog, you’ll lead the demos, scoping, and CX calls that align customers, Sales, and Customer Success before a deal is booked. You’ll work closely with Account Executives, Account Managers, campus IT, and institutional leaders to set clear expectations, keep scope grounded, and maintain continuity across the customer lifecycle. Much of the churn risk and margin pressure we see starts before signature, and this role is how we get ahead of it.
You’ll be responsible for technical credibility in the sales cycle, accurate scoping and SOWs, and clean handoffs to Customer Success, balancing deal momentum with scope discipline in a fast-moving, mission-driven environment. You’ll also own integration and security conversations. The through-line for your work: better early alignment → better implementation → stronger adoption → platform expansion → higher GRR and margins. This is more than demo support. Solutions Engineers at Coursedog take a proactive, lifecycle-minded approach to every deal.
This position offers a competitive base salary between $110,000 - $120,000 , based on experience and qualifications. The role also includes a performance-based variable compensation component, bringing total on-target earnings (OTE) to $120,000 - $140,000 when performance objectives are achieved.
What You’ll Do
Opportunity Support & Deal Risk Management (majority focus)
Deliver demos and proofs-of-concept configured around the customer’s true primary pain point, not a generic product tour.
Support Account Executives and Account Managers across new logo and expansion motions.
Run use-case validation before the first demo is scheduled so every demo is anchored to a real, named buyer workflow rather than a product tour.
Lead integration and security discussions with prospects, campus IT, and security reviewers.
Review requirements early, flag outliers, and secure cross-functional sign-off before commitments are made.
Score every opportunity on the Implementation Risk model (SIS, integration method, products, FTE, enterprise/multi-campus) and surface high-risk deals ahead of signature.
Draft and QA RFP/RFI and security questionnaire responses using Claude against the knowledge base as source of truth, then verify accuracy and close gaps between written responses and demo positioning.
Own and maintain the RFP Response Library so answers compound with every submission instead of being rewritten from scratch.
Support late-stage contract and MSA negotiation.
Act as SME for product, security, and integration questions; build ROI analyses for strategic accounts.
Travel for in-person presentations and key account support.
Scoping, SOW & the CX Call
Own the CX call, required on every deal, as the final alignment checkpoint before revenue is booked.
Drive use-case validation through scoping and the CX call: confirm the specific workflows, volumes, and edge cases the institution will actually run at go-live, and make sure the hour estimate and SOW reflect those use cases rather than a generic deployment.
Produce implementation hour estimates and ISF that reflect true complexity, using the scoping model plus AI-assisted estimation from deal context and call transcripts.
Generate the dynamic SOW from Salesforce data (products, SIS, integration method) so every SOW reflects the actual deal.
Set explicit in-scope and out-of-scope boundaries across all core products, and identify legitimate ISF expansion where real work exists.
Surface known “gotchas” before signature and negotiate non-standard items proactively with the client.
Run SOW redlines through a public cross-functional Slack channel so Sales, SE, CS, and leadership align on risk and tradeoffs before concessions are made.
Share the Implementation Readiness Guide so customers are operationally prepared before handoff.
Handoff to Customer Success
Produce a documented handoff on every closed-won deal covering customizations, workarounds, and edge cases surfaced…