Major Sales Engineer, California

Canaan Partners; Los Angeles (CA); On-site; USD 150,000 - 210,000; Full time

Job summary

Cato Networks is hiring Majors Sales Engineers to support strategic and enterprise customers, selling the full Cato platform including SASE and AI Security capabilities.

Role is designed for senior pre-sales professionals who can engage deeply with enterprise customers, lead complex evaluations, and articulate how networking, security, SaaS, and AI security come together in a single converged platform.

Qualifications

• 4+ years in Sales Engineering, Solutions Architect, or technical pre-sales for enterprise cybersecurity SaaS.
• Proven experience in complex, multi-stakeholder enterprise sales cycles.
• Familiarity with MEDDIC, MEDDPICC, or SPICED value-selling methodologies.

Responsibilities

• Lead technical validation for enterprise customers across SASE and AI Security.
• Deliver compelling product demonstrations aligned to customer objectives and tech requirements.
• Partner with Account Executives to drive new business and expand existing accounts.
• Serve as primary technical resource throughout sales cycle, addressing objections and guiding architecture.
• Conduct discovery sessions, deep dives, and POC scoping to map use cases to Cato’s platform.
• Respond to RFIs/RFPs with technical excellence and accuracy.
• Communicate feedback and feature requests to Product Management and Engineering.
• Stay current on SASE, SaaS security, and AI security trends; travel as required.

Skills

Enterprise cybersecurity

SASE

Networking

Cloud security

REST APIs

AI security

Multi-stakeholder sales

Pre-sales presentations

Education

Bachelor’s degree in Computer Science, Engineering, or related field

Job description

Welcome to the future of cloud networking and security!

Cato Networks is the first company to converge enterprise networking and security into one centralized and global service that is delivered by cloud. It is led by networking and security pioneer Shlomo Kramer (Check Point, Imperva) and early investor (Palo Alto Networks, Exabeam, Trusteer and more). Cato’s unique technology inspired a brand-new product category, later named “SASE” by Gartner and a market expected to reach $28.5 billion by 2028. This is your opportunity to get on the rocket ship and join a company that is building a cutting-edge enterprise network and secure cloud platform, and is on a fast track to becoming the worldwide market leader – don’t miss it!

About the Role

We are hiring Majors Sales Engineers to support strategic and enterprise customers, selling the full Cato platform, including Cato SASE and Cato’s AI Security capabilities.

This role is designed for senior pre-sales professionals who can engage deeply with enterprise customers, lead complex technical evaluations, and articulate how networking, security, SaaS, and AI security come together in a single converged platform.

As a Majors Sales Engineer, you will partner closely with Account Executives to drive new business, expand existing accounts, and serve as the primary technical authority throughout the entire sales lifecycle.

AI Security at Cato Networks

Cato’s AI Security capabilities are natively integrated into the Cato SASE Cloud, extending protection beyond the network layer into SaaS and AI-powered applications. AI Security enables enterprises to securely adopt and govern AI-driven services by delivering real-time visibility, control, and protection against modern risks such as identity abuse, data leakage, misconfigurations, insider threats, and unauthorized AI usage.

This unified approach allows customers to manage networking, security, SaaS, and AI security from a single cloud-native platform.

Responsibilities

• Lead and drive technical validation of the Cato platform, including SASE and AI Security capabilities, for enterprise and strategic customers

• Deliver compelling product demonstrations and presentations aligned to customer business objectives and technical requirements

• Partner with Account Executives to support new business acquisition and account expansion through technical pre-sales activities, including demos, workshops, and architecture discussions

• Serve as the primary technical resource throughout the sales cycle, addressing objections and providing expert technical guidance

• Conduct discovery sessions, technical deep dives, and proof-of-value scoping to map customer use cases to Cato’s platform

• Respond to functional and technical elements of RFIs and RFPs

• Communicate customer feedback, feature requests, and technical insights to Product Management and Engineering teams

• Stay current on SASE, SaaS security, and AI security trends, emerging technologies, and competitive offerings

• Travel throughout assigned sales territory as required

Requirements

• 4+ years of experience as a Sales Engineer, Solutions Architect, or technical pre-sales professional, preferably selling enterprise Cybersecurity SaaS solutions

• Bachelor’s degree in Computer Science, Engineering, or a related field (or equivalent experience)

• Experience supporting complex, multi-stakeholder enterprise sales cycles

• Familiarity with value-selling methodologies such as MEDDIC, MEDDPICC, or SPICED

• Strong technical background with demonstrated experience in several of the following areas:

  • SASE, networking, and cloud security architectures

  • SaaS platforms and APIs

  • AI, machine learning, and AI-related security risks

  • REST APIs and integrations

  • Identity, SSO, IAM, and access control

  • SIEM and security analytics

  • Cloud platforms (AWS, Azure, GCP)

  • Kubernetes and modern cloud-native environments

• Excellent presentation and written communication skills for executive, technical, and RFP audiences

• Organized, analytical, adaptable, and creative problem-solver

• Startup or high-growth company experience preferred, with comfort operating in fast-paced environments with evolving processes

Cato Networks is an Equal Opportunity / Affimicative Action Employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation

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