Solutions Engineer (Stamford)
Are you ready to join Connecticut Innovation’s vibrant community of innovators? Connecticut Innovations (“CI”) is Connecticut’s strategic venture capital arm, and we are passionate about serving our portfolio of 220 companies across various industries, with strengths in life sciences, technology, and climate tech. Come join Kibu - Focus on Excellent Service. We Handle The Rest. About Kibu Kibu is on a mission to redefine education and technology for individuals with Intellectual and Developmental Disabilities (I/DD). Our content platform enables individuals with I/DD to get active and become more independent through inclusive classes. Our admin tooling platform brings disability providers into the 21st century. By streamlining workflows for providers, we allow organizations to deliver the highest quality of care. Kibu has raised over $5M in seed funding and supports more than 400 organizations across 46 states. Senior Software Engineer Kibu is hiring its first Solutions Engineer. Our Documentation product is winning over larger and larger disability providers, and those deals have gotten more technical than our sales motion was built for. Our Account Executives currently own the discovery and demos end to end. They are good at it, and we want them to stay good at it, but the product now spans eMAR, EVV, billing integrations, staff scheduling, and more, and the biggest prospects arrive with requirements that take several conversations to fully surface. Today, Kibu’s Customer Success and Product teams are expected to meet with every documentation customer to assess their needs. But for complex deals, this becomes taxing: either pushing team members that should be focused on customers into the sales flow, or moving things past the finish line with an incomplete picture, causing gaps. The Solution Engineer aims to streamline this process. They will do this by working with our largest prospects, taking rigorous notes, creating a live feedback loop to Product on what buyers are asking for, and building the blueprint for Customer Success to make onboarding as fast and accurate as possible. As the founding members of Kibu’s Solutions team, we expect to come to this job with a long-term, strategic mindset. What makes a great demo? What does a healthy relationship between Solutions, Sales, Product, and CS look like? When is it the right time to hire a second Solutions Engineer? We do not have those answers, and we want someone motivated to find them. If done well, this role grows into Head of Solutions. This position is hybrid with 2-3 days expected in our Stamford, CT office. Remote work is available for highly qualified candidates. What You’ll Do Be a Kibu wizard. Become the walking encyclopedia of Kibu! You should be able to answer hard questions on live calls and teammates lean on you to be that person. That means staying close to Product on recent releases and what is coming next. Own discovery on our largest opportunities. Absorb and organize a lot of messy input about what a provider needs from a documentation tool, then produce the right artifact at the right moment: a tailored demo, a presentation, a working session. Be the technical authority. Enterprise providers put their IT director, compliance officer, and billing lead in the room, and often not on the same call. You own those conversations and the requirements that come out of them, while the AE keeps the executive and commercial thread. When someone raises a billing requirement three calls deep, you are the person who asks the right follow-up questions and makes sure it lands in the blueprint rather than surfacing after signature. Design the migration, not just the demo. Our customers are coming off legacy systems, homegrown spreadsheets, and in plenty of cases pen and paper. Think through configuration, data transfer, and integration architecture up front, so what we promise on a call is something we can actually stand up. Deliver the onboarding blueprint to Customer Success so nothing we promised gets lost between signature and go-live. Own the Kibu demo experience , for yourself and for the sales team. For most buyers, this is their first real impression of Kibu. You are expected to give our demo the polish, maintenance, and coherence it deserves. Support the sales team on RFPs. Travel to large customers and industry conferences, roughly 1-2 times per quarter. Key Qualifications 2-4 years in a solutions or forward-deployed role, ideally in the healthcare or nonprofit industries. We will just as happily talk to someone coming from the other side of the table: if you have run IT, compliance, or operations at a disability provider and know what it takes to get a system adopted, that experience counts. You’re competitive. This is a sales job at a fast-growing startup trying to disrupt the disability space. Come to work every day with that mentality. You’re genuinely good with people. Handle long calls and build real rapport. The bar: if an AE cannot make the call, can we trust you to own it and ensure the customer comes away just as confident? You’re fluent in both directions. You can sit with a non-technical program director and with our engineers, and translate cleanly between them. You think in systems. Given a customers’s current process, you can sketch how the data moves, where it breaks, and what has to be configured before anyone logs in. You’re serious about AI. You have concrete examples of using AI to make your customers, your team, or yourself better, and you will keep pushing on how it reshapes this job. You’ll get Claude Code and Lovable subscriptions on Day 1! You’ve gone deep on a system like ours before. EHR, CRM, or comparable operational software. You’re comfortable with regulated billing. Medicaid, HCBS waivers, EVV mandates, and state audit requirements are the constraints our customers live inside. Direct experience is a strong plus. If you have not worked in Medicaid specifically, you should have gone deep on another compliance-heavy domain and be eager to do it again here. You’re comfortable in an analytical stack , SQL, Excel, Python, APIs, and work with an AI through all of them. You will use these skills to analyze our existing customer base and assess our prospects’ tools & reports. What success looks like at 90 days In your first month, you will run our standard demo end to end for an internal audience and sit in on live discovery calls with our AEs, enough of them to have thoughtful feedback on how we do discovery and how our approach can be improved. By month two, you should know the product well enough to take a hard question live, and the demo environment will be yours, refactored to the point that the sales team uses your version instead of their own. You will also own technical discovery on an active enterprise opportunity, with the AE still driving commercial. By day 90, you will have delivered your first onboarding blueprint to Customer Success without them needing to re-scope the account. The real measure is simpler than any of that: Product and Customer Success should be getting pulled into pre-sales noticeably less than they are today. Throughout all this, you will be telling us everything you see right and wrong about our processes. Remember: naïveté is a gift . You get one shot at seeing Kibu with fresh eyes, and we want that written down before it wears off. Kibu is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
