Sr. Solutions Engineer

About the Role

Our client is hiring a Senior Solutions Engineer to drive the technical pre-sales motion for an innovative Physical AI platform focused on occupancy intelligence and HVAC energy optimization in commercial buildings. This is a customer-facing, sales-forward role that combines strong communication skills with deep mechanical engineering and controls expertise.

In this role, you'll act as the technical lead in early-stage customer conversations - partnering closely with Sales to qualify opportunities, scope solutions, and translate HVAC, BMS, and controls complexity into clear business value for both executive and technical stakeholders.

This is an opportunity to join a fast-moving startup environment where the right person will help shape and scale the pre-sales process, tooling, and qualification frameworks from the ground up.

What You'll Do

Customer-Facing Pre-Sales

• Lead technical discovery calls with facilities teams, energy managers, and controls stakeholders
• Partner with Sales Directors to deliver technical presentations and product demos
• Translate HVAC and controls concepts into ROI-driven business narratives
• Support enterprise sales cycles, including objection handling and stakeholder alignment

Building Qualification & Scoping

• Evaluate commercial buildings for technical fit using HVAC, occupancy, and BMS criteria
• Review mechanical drawings, BMS point lists, and trended controls data
• Develop scopes of work, integration approaches, and solution recommendations
• Conduct remote and occasional onsite building surveys

End-to-End Technical Ownership

• Own the technical customer journey from discovery through implementation handoff
• Support deployment activities and integration troubleshooting as needed
• Identify expansion opportunities across customer portfolios

Cross-Functional Collaboration

• Contribute to internal tooling and process improvements
• Partner with Product, Engineering, and Sales teams to share field insights
• Create and maintain technical documentation and enablement materials

Required Qualifications

• 3+ years in Solutions Engineering, Sales Engineering, or technical pre-sales
• 5+ years of hands-on HVAC, mechanical engineering, BMS/controls, or energy engineering experience
• Strong understanding of AHUs, VAV systems, BAS/BMS architectures, and DCV strategies
• Ability to read and interpret mechanical drawings and BMS point lists
• Experience supporting enterprise-level customer engagements
• Excellent written and verbal communication skills
• Bachelor's degree in Mechanical Engineering, Building Science, Energy Engineering, Controls Engineering, or related field

Preferred Qualifications

• Experience in cleantech, smart buildings, HVAC technology, MEP consulting, or startups
• Familiarity with BACnet integrations and Niagara/Tridium systems
• Exposure to IAQ, DCV, or smart building technologies
• Knowledge of ASHRAE 62.1, Title 24, and M&V methodologies
• Professional certifications such as PE, CEM, CBCP, CCP, or CEA

Additional Details

• West Coast preferred (California strongly preferred)
• Up to 25% travel for customer meetings and site visits
• Startup environment with strong ownership and growth opportunity

From Tangerine Search:

Tangerine Search is an equal opportunity agency that values diversity. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.