Solution Architect (North America)

OpenKrill; United States; Remote; USD 150,000 - 210,000; Full time

Benefits offered by this job

Meaningful Equity

Unlimited Leaves

Comprehensive Benefits

Career Trajectory

Job summary

SAFE is seeking a CTEM-focused technical lead to guide complex vendor risk management engagements from discovery to value realization. You will work across vulnerability management teams, CISO stakeholders, and account executives to prove exposures with customer data and deliver measurable value.

Expect to own CTEM POVs, learn TPRM and CRQ, and drive demos that resonate with enterprise buyers. Remote work within North America, reporting to the VP of Global Pre-Sales, with path toward broader

Qualifications

• 3+ years hands-on in vulnerability management or exposure management
• Experience as a presales engineer selling vulnerability/exposure management
• Fluency in prioritization: CVSS, EPSS, CISA KEV, asset criticality, exploitability
• Understanding of CTEM phases: scoping, discovery, prioritization, validation, mobilization
• Comfort with APIs and messy data; reading API docs and troubleshooting integrations
• Clear communication: concise to CISOs and technically to engineers

Responsibilities

• Run technical CTEM discovery mapping scanners, assets, and remediation workflows
• Deliver demos tailored to buyers showing problem solved in their terms
• Own proofs of value by writing success criteria with customers
• Win the technical argument against legacy management using customer data
• Explain exposure in technical and business terms to engineers and CISOs
• Maintain accurate deal information in CRM and presales systems
• Provide input to product on what customers request and gaps
• Create reusable demo environments, POV playbooks, and competitive notes

Skills

Vulnerability management

Presales engineering

APIs & data troubleshooting

Clear communication to CISOs

Tools

Tenable

Qualys

Rapid7

ServiceNow

Jira

EDR

Job description

Most boards and executives are currently flying blind when it comes to cyber risk. They are guessing. At Safe, we've built an AI-driven engine that finally gives the C-Suite a clear, quantified, and real-time view of their security posture. We don't just provide data; we provide certainty.

We are a $170M Series C-funded category leader. We don't play in the mid-market; we operate at the highest levels of global enterprise. Today, we are proud to serve 10% of the Fortune 500, protecting global icons such as Apple, Netflix, AT&T, Verizon, and Victoria's Secret.

As we scale toward our next chapter, we are looking for high-performers who want to do the best work of their careers at the intersection of AI and Cybersecurity.

The Culture Memo: Our Operating System

• Extreme Ownership: We don't do "not my job." We hire people who see a gap and own the solution from start to finish.
• The Elite Standard: We serve the most sophisticated companies on the planet. Our work must be bulletproof. Whether it's a line of code or a sales deck, we aim for Tier-1 quality every time.
• Methodology & Rigor: We don't wing it. From Force Management and MEDDICC in sales to data-driven sprints in engineering, we rely on proven frameworks to stay disciplined and predictable.
• Radical Candor: We move too fast for politics or sugar-coating. We value direct, honest feedback that helps us find the right answer quickly.
• The Series C Hustle: We have the stability of a well-funded leader but the heart of a startup.

The Perks & Ownership:

We want our team to feel like owners because they are owners. We trust our people to manage their results and their time.

• Meaningful Equity: Every "Safestar" is a shareholder. You aren't just an employee; you are a partner in our success.
• Unlimited Leaves: We don't believe in clock-watching. We offer unlimited leave because we trust you to take the time you need to recharge while staying committed to the mission.
• Comprehensive Benefits: We provide top-tier medical insurance and wellness benefits to ensure you and your family are well cared for.
• Career Trajectory: We are growing aggressively. For high-performers, the path for advancement moves at the speed of your ambition.

You are the technical lead on CTEM deals, from the first discovery call through a closed proof of value. You work between the customer's vulnerability management team, their CISO, and our account executives.

Your job is to prove, in the customer's own data, that SAFE finds the exposures that matter and gets them fixed faster than what they run today.

You start as the CTEM expert on the team. Over your first year, you learn TPRM and CRQ so you can carry any SAFE deal.

• Reports to: VP, Global Pre-Sales
• Level: Solution Architect or Senior Solution Architect, set by experience
• Location: Remote, North America

What you will do:

• Run technical discovery. Map the customer's scanners, asset inventory, ticketing, and remediation workflow, then find where it breaks.
• Deliver demos built for the buyer. Show their problem solved in their terms—no feature tours.
• Own proofs of value. Write success criteria with the customer, connect their tools, and deliver measurable results on a deadline.
• Win the technical argument. Position SAFE against legacy vulnerability management and other exposure management platforms, using facts and the customer's own data.
• Speak to both rooms. Explain exploitability and remediation to engineers, then explain the same exposure in business and financial terms to a CISO.
• Know your deals. Keep stage, blockers, and next steps current in our CRM and presales systems so the forecast holds.
• Make the product better. Bring product what customers ask for, where we win, and where we have gaps.
• Build what the team reuses. Demo environments, POV playbooks, and competitive notes.

What you bring:

• 3+ years hands-on in vulnerability management or exposure management, as a practitioner or as a presales engineer selling it
• Working knowledge of the stack: scanners such as Tenable, Qualys, and Rapid7, cloud and application security findings, EDR, CMDB, and ITSM tools such as ServiceNow and Jira
• Fluency in prioritization: CVSS, EPSS, CISA KEV, asset criticality, exploitability, and compensating controls, plus an opinion on where each falls short
• Understanding of the five CTEM phases: scoping, discovery, prioritization, validation, and mobilization
• Comfort with APIs and messy data. You can read API docs, troubleshoot an integration, and make sense of a raw export
• Clear communication. You can make a point to a CISO in two minutes and defend it with an engineer for twenty
• Hunger to learn. You pick up new domains fast, on your own, and you use AI tools every day
• Speed and ownership. You are comfortable with change, short timelines, and work that has no playbook yet
• Coachability. You want direct feedback, and you act on it

Nice to have:

• Experience running POVs or POCs with enterprise accounts
• Exposure to cyber risk quantification, FAIR, or third-party risk
• Scripting in Python or SQL
• Background in penetration testing, red team, threat intelligence, or incident response
• Experience presenting to CISOs or executive audiences

Your first 90 days:

• By day 30: You know the platform and its integrations. You have shadowed live deals and passed your CTEM demo in front of the SA team.
• By day 60: You lead CTEM discovery and demos with your account executives and co-run your first POV.
• By day 90: You own CTEM POVs end to end and have started on TPRM.

Why this job:

• You shape a category. Exposure management is still being defined. Your deals and your feedback decide how SAFE wins it.
• You get range. You start in CTEM and add TPRM and CRQ, which few presales roles in security offer.
• You get coached. Practitioners get a structured path into presales. Experienced SEs get more scope and direct access to product and leadership.
• You work with agentic AI in production, in front of enterprise security teams, every week.

If you’re passionate about cyber risk, thrive in a fast-paced environment, and want to be part of a team that’s redefining security, we want to hear from you!