This is a hybrid role at the intersection of customer-facing technical leadership, security expertise, and field enablement. You'll lead high-stakes architecture conversations and proof-of-concept engagements, serve as an escalation point for both customer-facing technical challenges and internal Product/Engineering alignment, and build the playbooks and materials that make every Sales Engineer and Pre-Sales professional more effective.
What Youll Do
Responsibilities:
Serve as the primary senior technical presence in strategic and enterprise accounts, building trusted relationships with CTOs, CISOs, architects, and senior engineering leaders.
Lead architecture sessions, executive briefings, and POCs that demonstrate the depth and differentiation of the platform, while being the voice of technical truth in the sales process.
Help enterprise customers understand their AI agent risk surface and build a credible path toward governance, observability, and control.
Elevate the broader Sales Engineering team by sharing knowledge and building reusable technical assets (architecture guides, security frameworks, deployment playbooks).
Partner with GTM on positioning, technical objection handling, and competitive differentiation in senior-level enterprise deals, and represent us at industry events, advisory boards, and analyst briefings.
Bring structured feedback from the field to Product, Engineering, and Research, identifying patterns across accounts and influencing roadmap priorities based on what top customers need.
5+ years in enterprise technology, with a significant portion in customer-facing or field-facing technical leadership roles such as Field CTO, CTO, Principal Architect, Technical PM, or equivalent.
Deep technical fluency in AI systems – including AI agent architectures, LLM applications, agentic workflows, and tool use – as well as cloud infrastructure and developer platforms. You do not need to have built every system yourself, but you need to understand how they actually work and where they break.
Cybersecurity background is a must, with strong understanding of enterprise security architecture, SIEM, identity, cloud security, or related domains. Ability to hold your own in deeply technical conversations, architecture reviews, security assessments, and platform integrations, without needing preparation time.
Strong cross-functional instincts. You understand how sales cycles work, how Customer Success operates, and how to create value across the pre-sale and post-sale motion.
High ownership mindset. You treat your accounts like your own business and hold yourself accountable for their success.
Comfort operating in ambiguity. We are defining a new security category, there is no established playbook and you will help write it.
Excellent communication skills, both written and verbal, including the ability to produce technical content that is clear, authoritative, and audience-appropriate.
Experience in a high-growth startup or early-stage company is a strong plus.
