Principal Solutions Architect

Position Description:

ServiceTrade is a leading SaaS company transforming the fire protection and mechanical industries. We’re seeking a motivated and skilled Principal Solutions Architect to join our growing team. 

About the Role

We are seeking a Principal Solutions Architect to join our high-performing pre-sales team. This senior-level individual contributor role is ideal for someone with deep enterprise SaaS experience, a passion for solution storytelling, and a track record of enabling teams while influencing pre-sales strategy.

As a Principal Solutions Architect, you’ll lead with value—translating complex product capabilities into compelling business outcomes through customer-centric, value-based demos. You’ll serve as the go-to expert on Demo2Win methodology, mentoring peers to raise the bar for how we communicate value during the sales process.

This is a highly visible and strategic role focused on large, complex sales opportunities. You won’t directly manage others, but you’ll shape team success through thought leadership, mentorship, and best-practice coaching.

Why ServiceTrade:

What sets us apart? Our product is a true GAME-CHANGER that provides our customers a massive ROI and keeps them on the leading edge of the industry.

As a Principal Solutions Architect, you’ll have the opportunity to influence strategic sales cycles, shape how we tell our product story, and elevate the entire pre-sales function. This is a unique chance to join a company in scale-up mode where your voice is heard, your experience is valued, and your expertise can shape the future of a growing team. We’re solving meaningful problems for a deserving customer base, and we want your ideas at the table.

About You:

You’re an enterprise-savvy storyteller who’s as comfortable in front of an executive as you are coaching a teammate. You thrive at the intersection of strategy, technology, and customer value. You’ve led complex SaaS pre-sales cycles, mastered the art of the compelling demo, and love mentoring others to do the same. You believe in frameworks like Demo2Win because you’ve seen how they drive results—but you also know how to flex when the moment calls for it.

You’re energized by the idea of influencing without direct authority and making others better through enablement and leadership. You want to work at a company where your strategic thinking, curiosity, and creativity will be met with trust, support, and room to grow.

Key Responsibilities and Activities:

Opportunity Strategy & Enterprise Support

• Lead the technical strategy for high-value enterprise opportunities in partnership with Sales
• Design and present tailored solution narratives that align to customer objectives and clearly communicate ROI
• Deliver compelling, value-based product demonstrations that follow Demo2Win best practices, focusing on customer impact, storytelling, and contrast
• Guide discovery sessions to uncover business drivers and craft demos that resonate with economic buyers and technical stakeholders
• Act as a strategic advisor throughout the sales cycle, from early discovery to solution design and proposal development
• Collaborate with Product and Product Marketing to ensure solution alignment with customer needs and market trends

Mentorship & Team Enablement

• Serve as the Demo2Win champion for the Solutions Architect team—coaching others on demo delivery, storytelling, and objection handling
• Provide structured demo reviews and feedback to continuously improve team performance and consistency
• Coach teammates on engaging executive personas, managing complex evaluations, and building solution confidence
• Support onboarding of new Solutions Architects and promote a high-performance, customer-obsessed team culture

Thought Leadership & Enablement Content

• Represent ServiceTrade in webinars, industry events, and customer briefings to evangelize our platform and value proposition
• Collaborate with Product Marketing to develop demo content, customer use cases, and technical blog posts
• Help scale enablement content that supports value-based selling and effective demo preparation across the GTM organization

Strategic Projects & Innovation

• Contribute to pre-sales initiatives focused on tooling, scalability, process improvement, and customer engagement
• Partner cross-functionally on integration strategy, roadmap feedback, and go-to-market alignment
• Support the VP of Pre-Sales & Enablement in evolving pre-sales programs, including demo readiness and platform knowledge

Technical Leadership

• Be the go-to technical expert for the Solutions team, supporting strategic deals and technical escalations
• Maintain deep product knowledge, especially across integrations, APIs, and third-party ecosystems
• Stay ahead of trends in SaaS, field service, and enterprise architecture to inform solution design and innovation

Knowledge and Skills:

• Experience: 6+ years in a Solutions Architect, Pre-Sales, or related role supporting enterprise SaaS customers
• Demo Excellence: Strong expertise in customer-centric, value-based demonstrations; certified or deeply experienced in Demo2Win methodology preferred
• Strategic Selling: Experience in complex deal cycles, with a focus on discovery, value mapping, and enterprise architecture
• Mentorship: Proven ability to coach others on demo delivery, technical storytelling, and pre-sales best practices
• Cross-Functional Collaboration: Strong history of partnering with Sales, Product, Marketing, and Customer Success teams

Execution:

• Ability to manage multiple priorities and opportunities while maintaining exceptional quality and follow-through
• Education: Bachelor’s degree in Business, Computer Science, Engineering, or a related field; certifications such as AWS, TOGAF, or similar are a plus

#LI-Remote

A few things you’ll want to know:

What does ServiceTrade do?

Founded in 2012, ServiceTrade is the software platform for commercial mechanical and fire contractors. More than 1,300 contractors use ServiceTrade to increase profit and deliver more work during a persistent skilled labor shortage by improving service and project operations, helping technicians be more productive and do their best work, selling more service and inspection agreements, and growing customer loyalty. Over 10% of the commercial or industrial buildings in the United States are serviced by contractors using ServiceTrade to manage 13 million equipment assets and invoice more than $7.5 billion of service-related commerce. 

Ok, so why should I care about that?

Our customers are smart, hard-working people who we enjoy serving. We help them grow their business to earn more revenue, employ more blue-collar workers, and become more valuable to their customers. It’s why we get excited about serving a market that you might never have thought about before.

What kind of working environment do you have?

We’ve transitioned from a start-up to a scale-up -- that means we still have the spirit and energy of a start-up and are adding new people who will help us expand our business faster and run our business smarter. We have big ambitions and every employee understands our goals and what their role is in achieving them. Read about our company culture on our About Us page. 

What kind of benefits do you offer?

• Medical with Blue Cross Blue Shield NC (2 options)
• Dental and Vision with Unum 
• Company-paid Life insurance, STD and LTD 
• Voluntary benefits including Supplemental Life Insurance, HSA, FSA and Dependant Care, Critical Illness, Accident and Pet Insurance 
• 401(k) with up to 3% employer match and NO vesting period
• Flexible PTO policy
• 10 company holidays
• Parental Leave 
• Community Impact Program (Volunteer)
• Tech and Wellness Stipend 

Want to know more? 

Go ahead and apply! Let’s get to know each other.

ServiceTrade is not registered to hire in all 50 states. You must reside in one of the states listed to be considered. (AL,AZ,CA,CO,CT,DE,FL,GA,IL,IN,KY,MD,MI,MO,NY,NC,OH,OR,PA,SC,TN,TX,UT,VA,VT,WA)

EEO Statement:
ServiceTrade provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type 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 federal, state or local laws.This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.

 Please Be Aware of Recruiting Scams

To protect yourself against the increasing number of recruiting scams, please make sure that you are communicating with ServiceTrade. We communicate through our corporate website servicetrade.com, through corporate emails utilizing our domain name of @servicetrade.com, and through servicetrade.greenhouse.io. Be vigilant when checking domains because imitators often make very small changes to trick the eye. Additionally, please know that ServiceTrade does not use text messaging or public messaging platforms, such as Telegram or Whatsapp, to make initial contact with candidates and ServiceTrade will never ask an employment candidate for financial information or for payment of any kind.