Sales Engineer

This is a fully remote position, open to applicants in United States.

📋 Description

• Establish and nurture long-lasting, trustworthy relationships with key partners and potential clients.

• Create customized technical solutions that align with the strategic business, technical, and financial goals of customers.

• Collaborate with Account Executives to conduct technical discovery, qualify opportunities, and outline customer evaluations based on clear objectives and success criteria.

• Prioritize competing opportunities, identify product gaps, and advise on narrowing scope or disqualifying options when necessary.

• Present engaging product demonstrations that connect Terra Security’s capabilities with customers’ Application Security/Offensive Security requirements and business outcomes.

• Oversee and implement Proof of Value exercises, which include hands-on technical setup, conducting evaluations, and addressing findings from agentic penetration testing.

• Tailor technical depth to suit security practitioners, security and IT leaders, as well as business stakeholders.

• Investigate technical issues during customer evaluations by utilizing execution data, logs, and relevant tools.

• Differentiate application security findings from platform or workflow failures, and articulate evidence, customer impact, uncertainties, and next steps.

• Convert customer challenges and product gaps into actionable insights for the product and engineering teams.

• Contribute to enhancing discovery methods, demo narratives, technical evaluation practices, and knowledge resources.

• Represent Terra Security at industry security conferences, showcasing technical capabilities and engaging with the community.

⛳️ Requirements

• Located in the Pacific, Mountain, or Central time zones.

• Willing to travel up to 30% of the time (approximately once every 3-4 weeks).

• 5+ years of demonstrated experience as a Sales Engineer / Solutions Architect in selling enterprise cybersecurity products.

• Significant hands-on experience in application security (appsec) or offensive security (offsec), or substantial experience in an appsec/offsec product or service category such as offensive security, penetration testing, vulnerability management, DAST, SAST, bug bounty, or ASPM.

• Outstanding customer-facing skills with a history of consultative, solution-oriented sales.

• Quick to learn and capable of rapidly mastering complex security products, workflows, and buyer motivations to help expedite deal cycles.

• Proven ability to create structure, navigate challenges independently, and deliver results in an early-stage environment characterized by incomplete information, shifting priorities, and a developing SE playbook.

• Strong critical thinking skills: articulate assumptions, test hypotheses, evaluate trade-offs, and adjust your strategy based on evolving evidence or feedback.

• High level of accountability and a strong sense of personal ownership over targets and performance metrics.

• Experience with cloud environments such as AWS, Azure, or GCP.

🏝️ Benefits

• Opportunity to represent Terra Security at industry security conferences and interact with the security community.

• Willingness to travel up to 30% (approximately once every 3-4 weeks).