Enterprise Sales Solutions Architect

Location: Remote, Canada
Team: Sales
Type: Full-time

About Walnut Insurance

Walnut Insurance, https://www.gowalnut.com, is the leader in embedded insurance with investors and customers from leading institutions like BMO, National Bank, TELUS, Koho, and Wealthsimple. We partner with leading brands to power and seamlessly integrate insurance products that are aligned with customer needs and relevant journeys.

We are building the future of insurance through our comprehensive platform that powers customer portals, lead management, user services, and more.

Position Overview

Walnut is hiring a Sales Solutions Architect who combines strong commercial awareness with a deep understanding of modern software engineering. You will partner closely with sales throughout the deal cycle while leading the technical discovery, solution architecture, and feasibility assessment for new partner integrations. This person must be proficient enough with engineering concepts, patterns, and tools to map complex requirements cleanly into our platform and insurer stack within a sales context.

You will become an expert on Walnut’s architecture, evaluate how partner systems can integrate with ours, and translate everything into clear, implementable requirements for the Product and Engineering teams. Your technical fluency allows you to drive partner confidence, uncover constraints early, and influence the commercial path with grounded, realistic solutioning. Your ability to navigate complex partner conversations, build and design materials to articulate your suggested solution, and support sales based discussions and presentations is imperative.

The Role

The Sales Solutions Architect is responsible for designing partner solutions that are commercially viable, technically sound, and aligned with Walnut’s platform capabilities.

You will lead structured discovery with partner product and engineering teams, understand their data models, authentication workflows, and integration options, and map those requirements directly into Walnut’s architecture. You will translate this into the right suite of materials to support partner understanding and partner approvals in line with the sales process.

You will support sales by helping shape direction, validating value creation, creating solution design assets and content, and building the Business Requirements Document (BRD) that forms the foundation for pricing, resource planning, and internal product requirement development.

What You Will Do

Sales Support and Technical Discovery

• Join sales in early and mid stage conversations to shape solution direction with partners.

• Conduct structured technical discovery on APIs, data flows, authentication, user journeys, and operational workflows.

• Translate commercial objectives into technically grounded execution models and associated visuals and sales materials that both the partner and the Walnut team can understand.

• Identify feasibility risks early and guide both partners and internal teams toward viable paths.

• Strong empathy and communication skills are required for this role.

Solution Architecture and System Mapping

• Evaluate partner architecture including backend services, API endpoints, event models, authentication flows, and data structures.

• Map partner requirements to Walnut’s platform which includes data models, event triggers, reporting structures, authentication patterns, and insurer integrations.

• Understand how to design flows using REST, data validation schemas, and integration patterns common to our stack.

• Work closely with Product and Engineering to validate complexity and confirm delivery feasibility.

• Present solution options clearly to both technical and commercial stakeholders while maintaining a sales oriented framing in the assets you create.

Business Requirements Documentation Ownership

• Lead a well organized and structured discovery with each enterprise partner to understand needs, constraints, and goals.
• Own end to end creation of the Business Requirements Document for each partner including:

• Platform configuration and setup
• Backend service and integration mapping
• User roles, permissions, and data access
• Workflow definitions and distribution paths
• Reporting requirements and data model implications
• Partner and insurer integration points

• Ensure requirements are complete, unambiguous, feasible, and fully aligned with revenue and value objectives.

Cross Functional Alignment

• Support sales in shaping the business case and pricing using validated technical assumptions.

• Partner with Product to hand off all requirements needed for Product Requirements Document creation.

• Coordinate with Engineering on integration feasibility, architectural impacts, and resource expectations.

• Align with insurers on compliance, offer logic, data requirements, and operational processes.

Engineering Proficiency You Need

This role does not require building or shipping code, but you must be fluent in modern engineering stack components so you can confidently map partner systems to Walnut’s architecture.

Technical Skills Required

• Strong understanding of Node.js backend patterns including REST, GraphQL, API validation, and service to service patterns.

• Ability to interpret API documentation, understand request and response structures, and identify required integration points.

• Familiarity with relational databases like PostgreSQL including schema design, joins, constraints, and data modeling considerations.

• Comfortable discussing frontend application flows such as session handling, BFF patterns, client side validation, and authenticated user experiences.

• Understanding of cloud infrastructure concepts including S3 storage patterns, message queues (SQS), and identity systems such as Cognito.

• Ability to read code snippets in TypeScript or JavaScript and understand what is happening at a logical level without being required to write production code.

• Familiarity with data validation tools (Joi, Zod, JSON schemas) to understand how partner inputs translate to platform requirements.

• Understanding of logging, monitoring, and event flows (Winston, Sentry, etc.) and how these affect partner expectations.

• Ability to reason about scalability, error handling, edge cases, and integration reliability.

Engineering Practices

• Fluency in development lifecycle concepts including PRDs, API documentation, versioning, testing strategies, and integration testing.

• Ability to map discovery findings into clear technical requirements for engineers.
• Comfortable evaluating feasibility, identifying missing info, and proposing architecture aligned with Walnut’s structure.

• High proficiency in the use and understanding of modern AI systems including how to effectively leverage them in workflows and how they are built at a conceptual and architectural level.

Soft Skills

• Strong communicator who can translate technical detail into clear business aligned recommendations.

• Confident presenting to partner engineering teams and guiding solution direction.

• Strong ability to create materials that convey your solutions and to effectively present and steward discussions around these concepts.

• Highly organized with strong documentation discipline.

• Collaborative across Sales, Product, Engineering, and insurer teams.

• Comfortable with fast moving environments and shifting requirements.

• Commercially minded with the ability to connect technical design to revenue and value creation.

Nice to Have

• Experience in insurtech, fintech, or other regulated industries.

• Background in sales engineering, partner engineering, or product consulting.

• Understanding of compliance and data handling requirements.

• Bilingual English and French is a bonus.

AI Enhanced Expectations

• AI Enhanced Workflow: Comfortable using modern AI assistants to accelerate solutioning.

• Tool Fluency: Ability to evaluate, adopt, and integrate AI powered tools for IDEs, code review, documentation, and debugging.

• AI First Mindset: Proactively leverage AI for daily workflows from scaffolding projects to exploring new libraries and frameworks.

• Critical Judgment: Knows when to trust AI generated output versus when deeper manual review is required.

• Continuous Learning: Stays up to date with the evolving ecosystem of AI development tools and shares best practices with the team.

• Collaboration and Knowledge Sharing: Helps teammates adopt AI tools effectively and supports a culture where AI is used as a force multiplier.

Why Join Walnut

• You'll be in a position to learn and dive deep into the infrastructure of the leading banks, fintechs, and telcos across North America.

• You'll have the ability to level up into a function leader through continuous success cycles.

• You sit at the intersection of sales, product, engineering, and partners, influencing the success of every deal.

• You will work with a modern tech stack and become an expert in mapping partner systems to our architecture.

• You help define how new embedded insurance solutions are designed and delivered.

• You play a visible role in the company with opportunities for growth and leadership.