IDnow
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IDnow is a leader in digital identity and fraud prevention in Europe with a mission to transform trust into the most powerful asset in the digital world, empowering enterprises with AI-driven, SaaS-based identity solutions that deliver scalable security, adaptive compliance, and real-time fraud prevention. Through its broad portfolio of digital identity and fraud prevention solutions, IDnow establishes, maintains and enriches trust throughout the customer journey, ensuring businesses can confidently and securely operate while leveraging digital identity to drive growth, security and scalability.
The company has offices in Germany, United Kingdom, Romania and France, and is backed by renowned institutional investors, including Corsair Capital and Seventure Partners. Its portfolio of international clients spans a wide range of end markets including financial services, telecommunications, travel & mobility, gaming, and other industries.
This position is based in Munich, Germany.
As a Solution Engineer at IDnow, you sit at the intersection of sales and engineering. You are a trusted advisor, a platform architect, and a business consultant, all in one.
You will work alongside our Sales team to qualify, shape, and win complex opportunities — leading the technical discovery, designing solution architectures on our new product platform, and ensuring that every proposal is rooted in a deep understanding of the customer's business pain, not just their technical requirements.
As IDnow transitions from product selling to solution selling, the Solution Engineer role is central to that shift. You will help customers understand not just what IDnow does, but why it matters for their business outcomes — whether that's improving verification conversion rates, reducing fraud losses, or enabling entirely new digital experiences like keyless vehicle access.
Key Responsibilities
- Lead structured technical and business discovery calls alongside the Sales team, using a rigorous qualification methodology (MEDDPICC) to uncover pain, metrics, and decision dynamics
- Ask the questions that matter: conversion rates, FAR/FRR trade-offs, fraud exposure, integration constraints, and business impact — before talking about the solution
- Map customer pain points to measurable outcomes and document qualification findings for internal alignment
- Design end-to-end solution architectures, selecting and orchestrating the right combination of our product platform capabilities (ID document verification, digital identity, fraud signals, biometric authentication, e-signature) for each use case.
- Produce clear, defensible architecture proposals that link every technical choice back to the customer's business objectives and KPIs.
- Act as a platform architect: anticipate integration complexity, design fallback logic, address data residency and compliance requirements, and propose scalable solutions.
- Lead proof-of-concept and pilot engagements: configure API integrations, build Postman collections, manage sandbox environments, and guide customers through technical validation.
- Comfortable working hands-on with REST APIs, SDKs, Git, and integration tooling — you can get your hands dirty when needed.
- Translate customer feedback from pilots into actionable product and configuration recommendations.
- Build trusted advisor relationships with both business stakeholders (CDOs, Heads of Digital) and technical stakeholders (CTOs, IT Architects, Platform Engineers).
- Handle complex objections — on pricing, integration effort, FAR/FRR trade-offs, or competitive positioning — with confidence and credibility.
- Support RFP/RFI responses with precise, solution-oriented content.
- Contribute to the continuous improvement of Solution Engineering tooling: demo environments, architecture templates, integration guides, and qualification frameworks.
- Share market and competitive intelligence with Product and Sales teams.
- Help onboard and mentor junior team members as the practice grows.
Preferred Experience
- 5+ years in a Solution Engineering, Pre-Sales, or Technical Sales role — ideally in SaaS, identity, FinTech, or security.
- Proven ability to lead a discovery conversation with rigour: you ask before you propose, and you qualify before you demo.
- Strong solution architecture skills: you can design an integration flow, explain orchestration logic, and defend trade-offs in front of a CTO.
- Hands-on comfort with REST APIs, SDKs, and integration tooling (Postman, Git, etc.).
- Ability to translate technical complexity into business value — fluently, for any audience.
- Fluent English and full-professional German are both required. Additional European languages are a plus.
- Familiarity with identity verification, KYC/AML, or digital identity concepts (DocIDV, eID, biometric authentication, fraud signals).
- Experience in mobility, fintech, banking, or regulated industries.
- Exposure to MEDDPICC or similar enterprise sales qualification frameworks.
- Understanding of privacy and compliance frameworks (GDPR, AMLR, eIDAS).
- Knowledge of web development concepts (frontend/backend, webhooks, OAuth).
Perks & Benefits
- Health & Wellbeing: Use your full access to the mental health platform nilo, including 1on1 sessions.
- We value personal and professional development: make full use of Udemy, our training platform with 24/7 access and unlimited content/course consumption incl. certification.
- We make your remote work comfy: we provide support on equipment and offer flexible working hours.
- We value collaboration & love to come together: regular onsite gatherings, internal initiatives and summer parties to connect outside of work.
- May your family require your attention or other reasons apply: use the benefit of our paid special leave days.
- Enjoy the possibility to combine work with a longer stay at your holiday destination or extend a weekend with our Workcation possibilities.
- In addition to the perks & benefits above, we offer specific benefits that differ between our locations.
IDnow applies the principles of non-discrimination and equality: We strive to establish, maintain, and promote an open and inclusive recruitment process and working environment by respecting the principles of equal opportunities. Including but not limited to: sex, race or ethnic origin, religion or convictions, gender identity, citizenship, marital status, disability, age, or sexual orientation.
Ready to apply?
Apply to IDnow
Head of Solution Engineering & Onboarding (f/m/d)
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IDnow is a leader in digital identity and fraud prevention in Europe with a mission to transform trust into the most powerful asset in the digital world, empowering enterprises with AI-driven, SaaS-based identity solutions that deliver scalable security, adaptive compliance, and real-time fraud prevention. Through its broad portfolio of digital identity and fraud prevention solutions, IDnow establishes, maintains and enriches trust throughout the customer journey, ensuring businesses can confidently and securely operate while leveraging digital identity to drive growth, security and scalability.
The company has offices in Germany, United Kingdom, Romania and France, and is backed by renowned institutional investors, including Corsair Capital and Seventure Partners. Its portfolio of international clients spans a wide range of end markets including financial services, telecommunications, travel & mobility, gaming, and other industries.
This position can be based in either Rennes or Paris, France.
As the Head of Solution Engineering & Onboarding, you will be at the heart of our company's transformation. Your mission is to lead and empower two critical, client-facing technical teams: Solution Engineering (SE) and Onboarding Consulting (OC), through a pivotal evolution. You will forge a powerful "duo" with the different commercial teams, capturing and relaying crucial customer feedback, and you will directly influence our product roadmap, ensuring our solutions continuously evolve to meet market needs. You will be a key driver of customer value, revenue, and long-term success.
Key Responsibilities
- Lead Transformation: You will own and drive the evolution of the Solution Engineering and Onboarding Consultant teams, embedding a consultative mindset focused on solution-selling and value realization for our clients.
- Mentor and Empower your teams: Drive your Solution Engineers and Onboarding Consultants to be self-driven and pro-active, and own the beginning of the customers' journey with us.
- Build a World-Class Engine for Value:
- For Solution Engineering: Guide the team to become true business partners to our clients, mastering the art of value quantification, strategic solution design, and consultative selling.
- For Onboarding: Steer the team to become elite technical experts in value delivery, ensuring flawless implementation, integration, and achievement of the KPIs defined during the sales process.
- Drive Cross-Functional Alignment: Be a critical partner to Sales, Product, and Customer Success leadership, ensuring a seamless and unified customer journey from the first sales call to long-term value realization. You will ensure the voice of the customer and your teams is a key input for our product roadmap.
- Define and Measure Success: You will establish, track, and report on the key performance indicators for your function, including solution design quality, time to value, post-launch KPI attainment, and customer satisfaction.
- Act as a Senior Client Advisor: You will serve as an executive sponsor on our most strategic accounts, providing guidance and building relationships with senior client stakeholders to ensure success.
Preferred Experience
- Proven Leadership in a SaaS Environment: You have significant experience leading and scaling technical pre-sales, professional services, implementation, or solution consulting teams within a complex B2B SaaS company.
- A Transformational Mindset: You are not just a manager; you are a change agent. You have a proven track record of leading a team through a significant evolution of its operating model and culture.
- Deep Experience in Value-Selling: You live and breathe consultative, value-based methodologies. You know how to connect a technical solution to a customer's P&L and can instill this discipline in your teams.
- Strong Business and Technical Acumen: You are equally comfortable discussing API integrations and SDKs with a client's engineering team as you are quantifying business value and ROI with their executive leadership.
- A Passion for Customer Success: You are fundamentally driven by seeing your clients succeed and understand that their success is our success.
- Exceptional Communication and Influence: You have the ability to articulate a compelling vision and can effectively influence and collaborate with stakeholders across the organization, from the C-suite to individual contributors.
- Demonstrable Behaviors Connected to our Company Values: You are a team player, inclusive, trustworthy, and results-oriented in all that you do.
- Fluent English is required. Additional knowledge of French, German, and/or another european language is appreciated.
Perks & Benefits
- Health & Wellbeing: Use your full access to the mental health platform nilo, including 1on1 sessions.
- We value personal and professional development: make full use of Udemy, our training platform with 24/7 access and unlimited content/course consumption incl. certification.
- We make your remote work comfy: we provide support on equipment and offer flexible working hours.
- We value collaboration & love to come together: regular onsite gatherings, internal initiatives and summer parties to connect outside of work.
- May your family require your attention or other reasons apply: use the benefit of our paid special leave days.
- Enjoy the possibility to combine work with a longer stay at your holiday destination or extend a weekend with our Workcation possibilities.
- In addition to the perks & benefits above, we offer specific benefits that differ between our locations.
IDnow applies the principles of non-discrimination and equality: We strive to establish, maintain, and promote an open and inclusive recruitment process and working environment by respecting the principles of equal opportunities. Including but not limited to: sex, race or ethnic origin, religion or convictions, gender identity, citizenship, marital status, disability, age, or sexual orientation.
Ready to apply?
Apply to IDnow