Inside Solution Architect - Americas

Dragos, Inc.; Lennox Park (MD); Remote; USD 110,000 - 140,000; Full time

Benefits offered by this job

Competitive Equity Package

Comprehensive Benefits Plan

Job summary

Dragos, Inc. is seeking an Inside Solution Architect to engage prospects early in the customer journey, delivering credible demonstrations of the Dragos Platform to support qualified opportunities.

You will maintain demo content and environments, collaborate with Business Development, Marketing, and Engineering, and provide consultative recommendations grounded in Dragos best practices. Up to 15% travel may be required.

Qualifications

• 1–2 years of experience in a technical, customer-facing, or pre-sales role, or equivalent education.
• Working knowledge of TCP/IP and the OSI model.
• Strong written and verbal communication skills; able to present complex concepts clearly.
• Ability to manage multiple demo environments and priorities independently.
• Drive to continuously learn new technology.
• Strong presentation, relationship-building, and negotiation skills.
• Willingness to travel up to 15%.

Responsibilities

• Engage early in the customer journey to understand environment and objectives.
• Deliver remote, tailored product demonstrations to illustrate Dragos Platform.
• Maintain demo content, data sets, and lab environments current with platform capabilities.
• Provide consultative recommendations based on Dragos best practices.
• Respond to inbound product and services questions, proposals and SOWs.
• Share insights with Product, Marketing, and Engineering to shape the roadmap.

Skills

Networking basics

Communication

Demonstrations

Presentation skills

Negotiation skills

Travel readiness

Job description

At Dragos, the mission is personal. The systems we protect deliver the water you drink, power your home, and keep the hospitals your community depends on running. Those critical infrastructure systems that power our civilization around the world are under attack every day by adversaries. When those systems fail, people are immediately at risk. We are the global leader in xOT cybersecurity, combining technology, threat intelligence, and expert services. The people here chose this work because they understand what is at stake. Here, you will find a remote-first mission-driven team across North America, Europe, the Middle East, and APAC built on authenticity, transparency, and trust. If safeguarding the systems that protect your family, friends, and community is the kind of work that matters to you, you are in the right place.

About the Role

As an Inside Solution Architect, you focus on the early customer journey: giving prospective customers their first real look at Dragos technology as part of prospective customer development. You work closely with Business Development Representatives and Marketing to move prospects from initial interest toward a qualified opportunity, and with Senior Solution Architects when a deeper technical evaluation is ready to begin. You also contribute to the maintenance of the demo content and environments the broader Solution Architecture team depends on every day.

Responsibilities

• Engage Early in the Customer Journey: Join prospective customers early, before a formal technical evaluation begins, to understand their environment, challenges, and technical objectives.
• Deliver Early-Stage Demonstrations: Conduct remote, tailored product walkthroughs that give prospects a credible first look at the Dragos Platform, supporting prospective customer development alongside account teams and Marketing.
• Maintain Demo Content and Environments: Build and maintain the demo content, data sets, and lab environments the broader Solution Architecture team relies on, keeping them current with the latest Platform capabilities.
• Consult and Recommend: Offer consultative recommendations grounded in Dragos best practices, helping prospects understand how Dragos addresses their specific OT security challenges.
• Handle Inbound Queries: Respond to inbound product and services questions, including requests for information, proposals, and statements of work.
• Feed Insights Back: Share what you learn from prospects and customers with Product Management, Marketing, and Engineering to help shape the roadmap.

Qualifications

• 1-2 years of experience in a technical, customer-facing, or pre-sales role, or equivalent education.
• Working knowledge of networking fundamentals: TCP/IP and the OSI model.
• Strong written and verbal communication skills, with the ability to present technical concepts clearly to technical and non-technical audiences alike.
• Ability to manage multiple demo environments and competing priorities independently.
• A genuine drive to continuously learn new technology.
• Strong presentation, relationship-building, and negotiation skills.
• Willingness to travel occasionally, up to 15%.

Compensation

• OTE: $126,500
• Competitive Equity Package
• Comprehensive Benefits Plan

#LI-BR1 #LI-REMOTE

Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.