Head of Solutions Architecture

Orb is on an ambitious mission to provide every business with the infrastructure to unlock their revenue. Best-in class businesses find ways to effectively align their monetization to product usage—whether that's through seats, consumption, feature limits, or usage-based tiers. Orb brings that opportunity to every software company.

We are reimagining billing and invoicing for this era of hybrid pricing in software. Billing is no longer just a finance problem, but also a high-stakes engineering observability problem that customers urgently need solved. At Orb, we take a developer-first, data infrastructure approach to this problem. We make it possible for companies to fully automate their current billing process, and to evolve their monetization strategy over time.

Orb supports the end-to-end workflow for revenue: developers love our product’s extensibility and intuitive API, product managers become empowered to iterate on pricing and packaging much faster, finance teams get fine-grained reporting to facilitate revenue recognition, and customer-facing teams benefit from the transparency Orb brings to the customer relationship.

Our founding team has experience from companies like Stripe, Asana, Plaid, Cloudflare, and Autodesk. We’ve raised $19.1 million in funding from top-tier investors like Menlo Ventures, Greylock, base case, South Park Commons, and Scribble, as well as founders and operators from companies like Vercel, Plaid, Datadog, Notion, Asana, HubSpot, and more.

We’re looking for a Head of our Solution Architect team who is passionate about solving complex business challenges through innovative technical solutions. As the leader of the Solution Architect team at Orb, you will play a critical role in bridging the gap between technology and business strategy, helping our customers navigate their most challenging and complex billing and monetization issues. You will have the opportunity to directly influence Orb’s product and go-to-market strategies and significantly impact our company's trajectory.

• Solution Architecture team program building: Design and execute strategic initiatives aimed at founding and evolving the SA programs at Orb, with a focus on predictably increasing revenue and net new logo acquisition.

• Solution Architecture team building: Hire and manage a team of technical SAs to build a best-in-class prospect/customer experience that builds trust every step of the way. Shape our pre-sales culture that communicates thoughtfully with our customers’ engineering and finance teams. Develop the required internal infrastructure & processes to deliver differentiated prospect experiences focused on measurable business impact.

• Develop, automate, and scale customer lifecycle events including discovery & POC workflows, partnering with our customer success teams to ensure continuity, and contractual capacity planning.

• Through the use of the Command of the Message framework, drive value and measurable customer outcomes. Consult with technical ICs, champions, and customer leadership to drive effective multi-stakeholder collaboration.

• Learn and communicate technical and domain-specific product concepts fluently. Help to maintain a high bar for product mastery. Generate high-quality content including trainings, talks, blog posts, and product documentation.

• Partner with our Product and Engineering teams to strategically surface insights from the field with a focus on predictable & repeatable processes.

• Identify and surface broad customer trends and data in internal meetings. Partner with Sales, Customer success, and Marketing to ensure the full customer lifecycle is cohesive, thoughtful, and measured.

• Collaborating with customers to understand their business challenges and design effective technical solutions.

• Translating complex technical concepts into business-friendly language and vice versa, ensuring all stakeholders have a clear understanding.

• Working closely with Orb’s Product, GTM, and Customer Experience teams to provide feedback and insights that drive product improvements and customer success.

• Leading technical discussions and presentations with CTOs, Engineering, Product, and Finance leaders, as well as technical and business end users.

• Developing and maintaining a deep understanding of Orb’s products and services to effectively communicate their value to customers.

• Identifying and mitigating potential risks in customer implementations to ensure successful project outcomes.

• Contributing to the development of best practices and reusable assets for the Solution Architecture team.

• 3+ years of experience in a leadership capacity in a highly complex technical SA/SE organization.

• 3+ years of experience in a technical role, preferably in SaaS, cloud infrastructure, or billing technology.

• Previous experience partnering with sales, product management, and customer success to build process and repeatable motions.

• Demonstrated ability to design and implement technical solutions that address complex business challenges through a value-selling lens.

• Excellent ability to translate technical concepts into non-technical language and vice versa, tailored to the audience.

• Strong empathy and understanding of customer needs, with a proven track record of building and maintaining strong customer relationships.

• Experience working with cross-functional teams to drive successful outcomes.

• A continuous learner who stays curious about new technologies and methodologies.

• Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.

• Previous Sales Methodology training (e.g. MEDDIC, SPIN, Challenger Sales) is a plus.

• Not afraid to take calculated risks and innovate while balancing pragmatism.

• Ability to act as a thought leader by sharing best practices through forums such as Webinars, Orb blogs, whitepapers, reference architectures, and public-speaking events.

• Impact: Directly influence the development of Orb’s product and go-to-market strategies.

• Culture: Join a team that values personal ownership, a growth mindset, empathy, and diverse experiences.

• Innovation: Be part of a company that embraces challenges and encourages innovative solutions.

• Growth: Opportunities for continuous learning and professional development.

In order to thoughtfully scale the company and avoid downstream inequities, we don’t use leveling titles at Orb. You will not see us use prefixes like “Senior” in our job descriptions. We include experience requirements for every role and compensate employees based on their experience and internal level within Orb.

When you meet our team, you’ll see we’re a group of dedicated and kind individuals who care deeply about solving what is one of the most mission-critical problems for any business.

Every one of us has outsized impact on the business, our product, and our customers—we hold ourselves to a standard of excellence, with the empowerment to take risks and the judgment to focus our time on maximizing leverage.

We are not a culture of long hours, but we approach our work with intensity and a sense of urgency. With a product like ours, minutes matter: we can help accelerate other businesses tremendously if we’re focused on building quickly while maintaining critical attention to detail. When we’re ‘on’, we’re on ; we work hard, then we go home.

We will focus on setting you up for success, with the right expectations and enablement. We coach on outcomes, not inputs or style. We show up for each other with kindness, which earns us the ability to have difficult conversations with trust by default and openness to feedback.

As a growing organization, we value in-person collaboration. We see it as a way to achieve our mission faster, in an environment of rapid ideation, strong alignment, and that energy that makes work more fun.

• Medical insurance - 100% coverage for you and dependents.

• Dental, vision, and life insurance.

• Unlimited PTO, with 15 days minimum encouraged.

• 401k plan.

• 16-week paid parental leave with equity vesting.

• Commuter stipend.

• Catered lunches in the office.

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.