Solutions Architect, GTM Brain

Who we are is what we do. Deel is the all-in-one payroll and HR platform for global teams. Our vision is to unlock global opportunity for every person, team, and business. Built for the way the world works today, Deel combines HRIS, payroll, compliance, benefits, performance, and equipment management into one seamless platform. With AI-powered tools and a fully owned payroll infrastructure, Deel supports every worker type in 150+ countries—helping businesses scale smarter, faster, and more compliantly. Among the largest globally distributed companies in the world, our team of 7,000 spans more than 100 countries, speaks 74 languages, and brings a connected and dynamic culture that drives continuous learning and innovation for our customers. Why should you be part of our success story? As the fastest-growing Software as a Service (SaaS) company in history, Deel is transforming how global talent connects with world-class companies – breaking down borders that have traditionally limited both hiring and career opportunities. We're not just building software; we're creating the infrastructure for the future of work, enabling a more diverse and inclusive global economy. In 2024 alone, we paid $11.2 billion to workers in nearly 100 currencies and provided healthcare and benefits to workers in 109 countries—ensuring people get paid and protected, no matter where they are. Our momentum is reflected in our achievements and customer satisfaction: CNBC Disruptor 50,  Forbes Cloud 100, Deloitte Fast 500, and repeated recognition on Y Combinator’s top companies list – all while maintaining a 4.83 average rating from 15,000 reviews across G2, Trustpilot, Captera, Apple and Google. Your experience at Deel will be a career accelerator. At the forefront of the global work revolution, you'll tackle complex challenges that impact millions of people's working lives. With our momentum—backed by a $17.3 billion valuation and $1 B in Annual Recurring Revenue (ARR) in just over five years—you'll drive meaningful impact while building expertise that makes you a sought-after leader in the transformation of global work. As the Solutions Engineer on the GTM Tech team, you'll be the domain expert on how our Account Executives sell - and the person who does something about it. This isn't a Sales Enablement role. Enablement executes the playbook; you own the analysis that creates it. You'll mine the data, identify the highest-leverage opportunities in the sales motion, define what needs to be built, and build it. From scorecards to prototypes to the requirements that shape our GTM Sales Brain, you'll operate at the intersection of sales expertise, analytical rigour, and product thinking. Responsibilities - Field Intelligence: Systematically mine the sales pipeline - prospects signals, call transcripts and recordings, loss reasons to build a structured, living view of what's working and what isn't. - Opportunity Definition: Define the highest-leverage gaps in the sales motion and own the requirements that shape our GTM intelligence system. You'll identify where AI-powered tooling, automation, or better data can move the needle - and spec it with enough precision that Engineering can build it. - Prototype and Build: You don't only write recommendations, you build them. Whether it's a scoring model, a data workflow, or a rough prototype that proves a concept, you move ideas from insight to artefact. You're comfortable working with tools, writing logic, and getting your hands dirty before handing off to Engineering. - AE Scorecards: Design and maintain scoring frameworks that evaluate AE performance across the sales cycle - discovery quality, objection handling, pitch delivery - and surface coaching opportunities grounded in data. - Playbooks and Talk Tracks: Translate pipeline analysis and field feedback into data-backed improvements to scripts, opening hooks, battlecard and stage-by-stage playbooks. Keep them current, tested, and owned. Desired Skills and Competencies - 5–8 years in a Sales Engineer, pre-sales, or revenue architecture role - you've lived inside a high-velocity sales pipeline and know how deals move, stall, and close. - A builder's instinct: you've created things from scratch - frameworks, tools, processes - in environments where no playbook existed yet, and you default to prototyping before speccing. - Hands-on experience with Gong or Chorus beyond call review - you've used them to extract patterns, build scoring logic, and drive measurable process changes at scale. - Proven track record building scorecards, playbooks, and battlecards that changed rep behaviour, not just reported on it. - Deep familiarity with the modern sales tech stack: CRM (Salesforce or HubSpot), sales engagement (Outreach or Salesloft), and revenue analytics tools. - A clear point of view on AI in sales - you've evaluated or deployed AI tools in a revenue context and can distinguish real productivity impact from novelty. - Strong cross-functional communicator: you can take messy, qualitative field signals and package it into crisp, prioritised requirements for Product and Engineering. - Comfortable operating in the space between analysis and execution - you don't wait for someone else to define the problem. Total Rewards Our workforce deserves fair and competitive pay that meets them where they are. With scalable benefits, rewards, and perks, our total rewards programs reflect our commitment to inclusivity and access for all.  Some things you’ll enjoy - Stock grant opportunities dependent on your role, employment status and location - Additional perks and benefits based on your employment status and country - The flexibility of remote work, including optional WeWork access At Deel, we’re an equal-opportunity employer that values diversity and positively encourage applications from suitably qualified and eligible candidates regardless of  race, religion, sex, national origin, ge