Solution Architect

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

📋 Description

• Act as the technical lead on CTEM engagements from the initial discovery phase through to a successful proof of value.

• Collaborate with customers' vulnerability management teams, CISOs, and account executives.

• Demonstrate, using customer data, that SAFE effectively identifies critical exposures and speeds up remediation efforts.

• Conduct technical discovery across various tools, including scanners, asset inventory, ticketing, and remediation workflows.

• Provide tailored demonstrations for buyers.

• Manage proofs of value, encompassing success criteria, tool integrations, and measurable outcomes.

• Position SAFE in comparison to traditional vulnerability management and exposure management platforms.

• Clarify exploitability and remediation processes to engineers, translating exposures into business and financial implications for CISOs.

• Keep track of deal stages, obstacles, and next steps within CRM and presales systems.

• Offer product insights based on customer requirements and competitive advantages or shortcomings.

• Develop reusable demo environments, POV playbooks, and competitive analysis notes.

• Acquire knowledge in TPRM and CRQ during the first year.

• By day 30: become familiar with the platform and its integrations, shadow live deals, and successfully complete the CTEM demonstration.

• By day 60: take the lead on CTEM discovery and demonstrations, and co-manage the first POV.

• By day 90: take full ownership of CTEM POVs from start to finish and initiate TPRM.

• Report directly to the VP of Global Pre-Sales.

⛳️ Requirements

• A minimum of 3 years of hands-on experience in vulnerability management or exposure management, whether as a practitioner or a presales engineer.

• Proficient understanding of scanners like Tenable, Qualys, and Rapid7.

• Familiarity with cloud and application security findings, EDR, CMDB, and ITSM tools such as ServiceNow and Jira.

• Strong knowledge of CVSS, EPSS, CISA KEV, asset criticality, exploitability, and compensating controls.

• Comprehension of the five phases of CTEM: scoping, discovery, prioritization, validation, and mobilization.

• Comfortable working with APIs and handling complex data; capable of reading API documentation, troubleshooting integrations, and interpreting raw data exports.

• Excellent communication skills with CISOs and engineers.

• Ability to rapidly and independently grasp new domains.

• Adaptability to change, tight deadlines, and ambiguous tasks.

• Receptive to coaching and able to implement direct feedback.

• Preferred: experience managing POVs or POCs with enterprise clients.

• Preferred: exposure to cyber risk quantification, FAIR, or third-party risk.

• Preferred: proficiency in scripting with Python or SQL.

• Preferred: background in penetration testing, red teaming, threat intelligence, or incident response.

• Preferred: experience presenting to CISOs or executive-level audiences.

🏝️ Benefits

• Significant equity/shareholder ownership.

• Unlimited leave policy.

• Comprehensive medical insurance.

• Wellness benefits.

• Opportunities for career advancement.

• Flexible remote work options.

• Empowerment and autonomy in managing results and time.

• Structured coaching and professional development towards presales roles.

• Direct access to product teams and leadership.