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

Discovery & Qualification

• 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

Solution Design & Architecture

• 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.

Technical Validation

• 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.

Commercial & Stakeholder Engagement

• 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.

Enablement & Knowledge Sharing

• 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

Must-have:

• 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.

Strong 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.