Solutions Engineer
About Us
What if your work could drive change in a globally established industry, shaping processes that touch every corner of the world? At Forto, we are at the forefront of change, harnessing the power of AI to revolutionise logistics. We want to reinvent digital supply chains to be transparent, frictionless and sustainable. From day one, our mission has been to simplify global trade – creating a seamless and efficient logistics process.
About the Role
We are hiring a highly motivated and technically proficient Solutions Engineer to join our FortoLabs team. Your core mission is to drive effective technical pre-sales—ensuring prospects can confidently understand, evaluate, and trust LumoDoc within the context of their existing systems and workflows.
In parallel, you will play a key role in shaping FortoLabs’ future product direction. By systematically capturing how customers operate, where their pain points lie, and which needs LumoDoc does not yet address, you will help inform the roadmap beyond our first product.
This role sits at the intersection of sales, product, and customer discovery. It is ideal for someone who combines strong technical credibility in front of buyers with a structured, insight-driven approach to discovery and feedback.
Key Responsibilities
1. Technical Pre-Sales for LumoDoc
Design and deliver clear, compelling, and tailored product demonstrations and technical presentations that articulate LumoDoc’s value in the context of specific customer challenges.
Support the sales team in qualifying opportunities based on technical fit, integration requirements, and solution feasibility.
Scope, execute, and support Proofs of Concept (PoCs) that validate real-world use cases and accelerate deal progression.
Address technical, integration, and configuration questions, collaborating closely with Engineering when deeper investigation is required.
Act as the technical subject matter expert (SME), translating complex technical concepts for both technical and non-technical stakeholders.
2. Market Validation & Technical Discovery
Conduct structured technical discovery with prospective customers, early adopters, and industry experts to deeply understand workflows, technology stacks, and unmet needs.
Assess how well existing and planned product capabilities solve real customer problems, particularly in new or adjacent market segments.
Document, structure, and prioritize user stories, technical requirements, and recurring themes that are critical for successful market adoption.
Systematically capture insights on broader pain points that extend beyond LumoDoc’s current scope.
Identify patterns across conversations that may indicate demand for future FortoLabs products or platform capabilities.
3. Cross-Functional Feedback & Enablement
Serve as a consistent “voice of the market” to Product Management and Engineering, providing structured feedback on feature gaps, technical blockers, and competitive positioning.
Build and maintain a high-quality library of technical sales assets, including demo environments, PoC templates, presentations, and technical documentation or white papers.
Collaborate with Marketing to refine technical messaging and contribute to content such as blog posts, webinars, and technical explainers aimed at technical buyers and users.
Partner closely with Sales and Business Development to align on qualification criteria, opportunity strategy, and technical deal execution.
Required Skills and Experience
3+ years of experience in a Solutions Engineering, Technical Pre-Sales, Sales Engineering, or similar customer-facing technical role, ideally in a B2B SaaS environment.
Proven ability to understand, explain, and demonstrate complex software systems and integration architectures (e.g. APIs, cloud-based systems, webhooks, microservices).
Excellent communication and presentation skills, with the ability to clearly and persuasively convey technical concepts to diverse audiences.
Strong technical foundation in areas relevant to modern SaaS platforms (e.g. cloud architecture, DevOps, data platforms, security, or integration-heavy systems).
Experience working in a startup or early-stage product environment, particularly during early market entry or new product introduction, is highly desirable.
Bonus: experience in logistics, supply chain systems, or document-heavy operational domains.
Preferred Skills and Experience
Pre-sales first: Comfortable leading technical conversations with customers, building trust quickly, and driving technical alignment without over-engineering solutions.
Curious and structured: Motivated by understanding customer problems deeply; asks thoughtful follow-up questions to uncover root causes and recurring patterns.
Self-starter: Thrives in ambiguous environments and takes initiative in defining processes, tools, and ways of working.
Analytical and connective: Able to synthesize customer insights into clear, actionable input for Product, Engineering, and go-to-market teams.
Action-oriented: Values speed, clarity, and impact over perfection.
Don’t fit all of our criteria? That’s okay! We know that you might be hesitant to apply if you don’t meet all our requirements, but here at Forto, we pride ourselves on embracing diverse perspectives and celebrating potential. If you are passionate about this position and the Forto values, please apply anyway. There could be a place for you in this role - or another one that’s a perfect fit!
Why work with us?
Our team is hard-working, constantly seeking to maximise the impact of their work, but we put our people first, always winning with care. We value efficient systems and swift, direct communication. We want everyone to have their time to speak, so that we can embrace diverse perspectives to help drive towards solutions always.