Solutions Engineer

Zonos is the AI operating system for cross-border trade, helping merchants, marketplaces, carriers and postal operators sell and ship across borders. We calculate duties and taxes at checkout, classify products and handle customs compliance so international orders arrive without surprise fees or delays.

We support more than 50,000 e-commerce merchants and 70+ postal operators across 200+ countries. We're building our European team in Utrecht, and you'll be one of its first members.

Overview

You'll be the technical and commercial bridge between Zonos and our prospects, customers and partners across Europe. You'll work to understand how merchants, marketplaces and postal operators handle checkout, shipping and customs today, identify opportunities for Zonos to help, and design solutions that fit their business and technical requirements.

This is a customer-facing role. You'll lead technical discovery, participate in commercial discussions, demonstrate our products and guide customers through implementation. You'll work closely with our GM of EMEA and Head of EMEA Sales to support opportunities across the region, while collaborating with our product and engineering teams in the US.

We're looking for someone who combines technical understanding with strong communication skills, commercial awareness and the ability to build relationships. You don't need to be a software developer, but you should be comfortable discussing APIs, understanding integration requirements and working through technical challenges with customers and engineering teams.

You'll have significant ownership from the beginning, helping establish how we approach technical discovery, solution design and customer implementations across EMEA.

You'll start with three weeks at our headquarters in St. George, Utah. There you'll learn our products, APIs and data flows alongside the US team. After that, you'll lead technical engagements across Europe, both independently and alongside our commercial team.

What you’ll do

• Lead technical discovery with prospects and customers to understand their business objectives, existing systems, workflows and integration requirements
• Design solutions that connect Zonos to checkout, shipping and customs processes, balancing technical requirements with commercial objectives
• Partner with our sales team to demonstrate Zonos products, explain technical capabilities and help move opportunities forward
• Build relationships with technical and business stakeholders, serving as a trusted advisor throughout the sales and implementation process
• Explain our REST and GraphQL APIs, including data requirements, integration approaches and expected outcomes
• Define integration scope and implementation plans, coordinating with customers and our engineering team through go-live
• Translate customer needs and technical challenges into clear requirements for product and engineering
• Develop solution designs, product demonstrations and technical documentation that support customer engagements
• Join customer visits and represent Zonos at industry events across Europe

What you bring

• At least 3 years of relevant experience in solutions engineering, technical presales, product management, technical account management, integrations or a similar customer-facing role
• A strong technical foundation, with an understanding of APIs, data flows and common software integration patterns
• Experience working directly with customers to understand their needs, solve problems and communicate technical solutions
• The ability to explain complex technical concepts clearly to both technical and nontechnical stakeholders
• Strong commercial awareness and an understanding of how technology supports business objectives
• Confidence leading customer conversations, asking thoughtful questions and presenting solutions
• The ability to work independently, manage competing priorities and collaborate with teams across different time zones
• Experience working with customers or partners in European markets
• Fluent English, written and spoken
• Currently based in the Netherlands and able to work on-site in Utrecht
• Willingness to travel. You'll spend about 20% of your time on the road, mostly within Europe and occasionally further away.

Nice to have

• Experience with REST or GraphQL APIs, JSON, authentication and API testing tools such as Postman
• Experience in SaaS, payments, e-commerce, logistics or supply chain technology
• Familiarity with e-commerce platforms, checkout flows or carrier integrations
• An understanding of cross-border commerce, including customs declarations, duties, taxes and international shipping
• Experience supporting enterprise sales opportunities, product demonstrations or technical implementations
• Dutch, German, French or another European language

What we offer

• €85,000–€105,000 gross per year, depending on experience, including 8% holiday allowance. It's paid in 12 equal monthly instalments, so you receive your holiday allowance every month rather than in a lump sum in May.
• A monthly, uncapped commission based on EMEA team performance, with a target of 10% of your annual salary and higher earnings when the team exceeds its target. Total on-target earnings are approximately€93,500–€115,500 per year.
• 20 to 25 vacation days a year, depending on experience, plus paid Dutch public holidays
• Participation in a pension scheme through Nationale-Nederlanden
• Reimbursement of your required Dutch basic health insurance premiums
• Your commute covered: public transport or a kilometre allowance
• A laptop and the equipment you need
• All business travel covered, including your onboarding in the US
• An office right next to Utrecht Centraal
• An initial 12-month contract, with the intention of moving to a permanent contract. You'll be employed through our employer-of-record partner, Deel.
• Support with visa sponsorship through the Dutch Highly Skilled Migrant program for eligible candidates already residing in the Netherlands
• Support with Dutch expat tax ruling applications for eligible candidates
• A small, experienced team where you'll have meaningful ownership, direct access to leadership and the opportunity to shape how Zonos grows across Europe

Not a perfect match? Apply anyway.

We want the best people for this role. If you're excited about it but your experience doesn't tick every box, or your salary expectations are outside the range above, we'd still like to hear from you.

Hiring process

An intro call, a technical conversation, and a meeting with the team. We aim to complete the process within 2 to 3 weeks.