Senior Manager, Solutions Architecture - New Logo

Summary:

The Senior Manager, Solutions Architecture (New Logo) leads a team of Solutions Architects within Temporal’s New Logo organization. This leader is responsible for building, coaching, and scaling a high-performing pre-sales technical team focused on landing new enterprise customers on Temporal Cloud.

The team partners closely with Strategic Account Executives throughout the acquisition motion, helping prospective customers evaluate the suitability of their applications for Temporal’s platform, understand the technical advantages of our cloud service, and build the technical conviction needed to become a Temporal customer. Temporal Cloud is what this team is selling, and the right leader will ensure every engagement clearly articulates its value.

The ideal candidate combines deep technical credibility with a proven track record of leading solutions-oriented teams in open-source or developer-infrastructure companies. They understand enterprise acquisition, complex technical sales cycles, and the importance of rigorous qualification and technical discovery. They bring intellectual curiosity, process discipline, urgency, and a strategic mindset to sales engagements—knowing where to focus, how to prioritize, and how to move an opportunity efficiently from initial interest to technical win.

What You’ll Do:

Team Leadership & Development

• Recruit, hire, onboard, and develop a team of Solutions Architects supporting strategic new-logo acquisition.
• Establish clear performance expectations, coaching rhythms, technical standards, and career development paths for direct reports.
• Foster a culture of curiosity, technical excellence, customer obsession, urgency, and accountability across the team.
• Develop the team’s ability to engage credibly with software engineers, architects, technical decision-makers, and executives.
• Drive consistent execution through defined processes for qualification, technical discovery, demonstrations, proof-of-value engagements, and deal support.
• Coach Solutions Architects to balance technical depth with commercial judgment and a strong commitment to advancing qualified opportunities.

Sales Strategy & Process

• Partner closely with New Logo Sales leadership and Strategic Account Executives to develop and execute account-based acquisition strategies.
• Ensure the team conducts thorough, high-quality technical discovery to identify the right use cases and champion the right solutions for prospects evaluating Temporal for the first time.
• Prioritize team resources against the highest-impact opportunities, balancing pipeline coverage, deal quality, technical complexity, strategic importance, and likelihood of conversion.
• Bring rigor and repeatability to the pre-sales process, from qualification through technical win, while adapting to each prospect’s unique context.
• Serve as an escalation point and strategic advisor on complex, competitive, or high-value new-logo engagements.
• Help the team surface additional opportunities through technical discovery, developer engagement, and community signals.

Technical Leadership

• Guide the team in positioning Temporal successfully against competing technologies, internally developed systems, and alternative architectural patterns.
• Ensure Solutions Architects can educate prospects on both the technical benefits and limitations of Temporal’s platform and cloud service.
• Help the team explain how Temporal supports reliable applications, distributed systems, application modernization, and emerging AI and agentic workloads.
• Maintain a hands-on understanding of Temporal’s product, architecture, supported development languages, cloud service, roadmap, and engineering developments.
• Ensure technical demonstrations and evaluations are grounded in customer discovery rather than generic product walkthroughs.
• Act as a voice of the prospect and market back into Product, Engineering, Marketing, and Developer Relations.

Cross-Functional Collaboration

• Work closely with Sales Development and Marketing to support target-account strategies, technical campaigns, field events, and pipeline-generation programs.
• Partner with Developer Relations and Marketing on field content, practitioner education, competitive positioning, and technical storytelling.
• Collaborate with Product and Engineering to surface prospect needs, feature requests, objections, competitive patterns, and market trends.
• Work closely with Customer Success, Professional Services, and Developer Relations to ensure seamless transitions from new logo close to onboarding and early adoption.
• Convert lessons from successful and unsuccessful evaluations into reusable playbooks, objection handling, demos, reference architectures, and enablement.

What You’ll Bring:

Experience

• 5+ years of experience in Solutions Architecture, Sales Engineering, or a comparable customer-facing technical role, with at least 2 years managing or leading a technical pre-sales team.
• Proven experience supporting enterprise new-logo acquisition and complex technical evaluations.
• Proven success in open-source, developer-tools, or infrastructure-software companies. You understand the unique dynamics of selling to and with developer communities.
• Strong technical background with hands-on experience in distributed systems, microservices, or event-driven architectures.
• Proficiency in one or more of Temporal's supported languages: Java, Golang, TypeScript, Python, C#, or PHP.
• Experience with at least one major cloud provider (AWS, GCP, Azure) and familiarity with modern development and deployment tooling (CI/CD, containers, orchestration).

Skills and Competencies

• Process-Driven Operator: You bring structure and repeatability to technical sales without making it bureaucratic. You know how to build playbooks, track leading indicators, and coach your team from qualification through technical win.
• Exceptional Technical Discovery: You know how to uncover the real problems behind a prospect’s ask, identify the right stakeholders, distinguish curiosity from committed evaluation, and map Temporal to meaningful business and technical outcomes.
• New-Logo Orientation: You understand enterprise acquisition and know how technical teams contribute to account penetration, competitive differentiation, deal progression, and closing new customers.
• Strategic Prioritization: You have a sharp sense of where to invest the team’s time and energy—which deals to go deep on, which to qualify out, and how to balance long-term relationship building with near-term pipeline.
• Curious & Adaptive: You’re naturally curious about technology and business alike. You learn quickly, stay current, and bring a growth mindset to an evolving market and organization.
• Communication Excellence: You can translate complex technical concepts for executive audiences and dive deeply with software engineers and architects with equal ease.
• Coaching Mindset: You invest in the growth of your people through structured feedback, deal reviews, technical coaching, and hands-on mentorship because you know that is how teams scale.

Compensation