Solution Architect - TOLA/West

NEPSE Trading; United States; Sur place; USD 120 000 - 170 000; Plein temps

Avantages offerts par ce poste

Competitive salary

Equity package

Additional perks

Résumé du poste

Lema AI is seeking a seasoned Sales Engineer to drive customer discovery and technical engagement, shaping how prospects evaluate our platform by linking capabilities to business risk and ROI. You will design compelling, executive-level demonstrations and craft narratives that show how Lema integrates into existing processes.

You will translate complex architectures into clear value propositions for security, risk, compliance, and procurement stakeholders, while collaborating with Product and

Qualifications

• 5+ years in Sales Engineering, Solutions Engineering, or Technical Presales for security platforms.
• Ability to lead discovery with senior technical and business stakeholders.
• Experience positioning platforms in terms of business value, risk, and ROI.
• Proven track record delivering executive-level demos and proof-of-concept engagements.
• Strong understanding of system architectures, workflows, and data flows.

Responsabilités

• Lead customer discovery and align platform capabilities to business outcomes.
• Design and deliver demos reflecting customer priorities and ROI.
• Translate technical architecture into defensible business value.
• Define future-state operating models with customer insights.
• Create customer-specific narratives showing integration into existing processes.
• Influence deal strategy with Sales for complex evaluations.
• Provide structured feedback to Product and Engineering to shape roadmap.
• Contribute to scalable presales practices in a high-growth setting.

Connaissances

Customer discovery

Technical engagement

Product demonstrations

Solution storytelling

ROI / business value framing

Sales collaboration

Feedback to product/engineering

Pre-sales scalability

Description du poste

Description

We are 48% of breaches now come through vendors. Yet most companies still manage vendor risk through certifications and questionnaires, essentially trusting what vendors say about their security. Lema changes that. We analyze every vendor like a vulnerability researcher would: how could an attacker use this vendor to get in, and what could they reach? We’re turning vendor risk from a paperwork exercise into a true security discipline. Backed by Team8, Salesforce Ventures, and F2, and already trusted by leading enterprises, Lema is entering hypergrowth and tripling our team to build a category-defining platform. We move fast, with radical ownership, transparency, and high impact. More about Lema: Lema.ai website Business Insider - Cybersecurity startup Lema has come out of stealth to raise $24 million Team8 - Why We Invested In Lema About the Role

What You’ll Do

• Lead customer discovery and technical engagement, shaping how prospects evaluate Lema by aligning platform capabilities to real business, risk, and operational outcomes
• Design and deliver high-impact product demonstrations that reflect customer priorities, industry context, and executive-level decision criteria-not just features
• Translate Lema's technical architecture and workflows into clear, defensible business value and ROI for security, risk, compliance, and procurement stakeholders
• Synthesize customer insights and requirements to define future-state operating models with Lema, guiding technical validation and proof-of-concept strategy
• Own the creation and evolution of customer-specific solution narratives and future-state materials that show how Lema integrates into existing processes and systems
• Influence deal strategy by partnering closely with Sales to support complex evaluations, technical objections, and buying-committee alignment
• Act as a technical voice of the customer, providing structured feedback to Product and Engineering to help shape roadmap priorities and market positioning
• Contribute to building scalable presales practices as Lema grows, helping define how Sales Engineering operates in a high-growth, early-stage environment

Requirements

• 5+ years of proven experience as a Sales Engineer, Solutions Engineer, or Technical Presales professional supporting cybersecurity solutions
• Strong ability to lead discovery with senior technical and business stakeholders, translating ambiguous requirements into clear solution strategies
• Experience positioning technical platforms in terms of business value, risk reduction, operational efficiency, and ROI- particularly for enterprise or regulated customers
• Demonstrated success designing and delivering executive-level product demonstrations, solution narratives, and proof-of-concept engagements
• Strong technical aptitude, with the ability to understand system architectures, workflows, integrations, and data flows without needing to be a hands-on engineer
• Experience collaborating cross-functionally with Product, Engineering, Sales, and Customer Success to influence deal strategy and product direction
• Ability to synthesize customer feedback into structured insights that inform roadmap prioritization and go-to-market positioning
• Excellent written and verbal communication skills, including the ability to present complex concepts clearly to both technical and non-technical audiences
• High degree of ownership, accountability, and comfort making decisions in fast-moving, high-context environments
• Ideal candidate located in one of the major metro areas in Texas OR California, Denver, Phoenix, Las Vegas or Seattle.

Nice-to-have

• Experience with Third-Party Risk Management (TPRM), GRC, cybersecurity, compliance, or risk-focused platforms
• Experience selling solutions with Agentic AI capabilities and translating Technical Skills and Certifications

Technical Skills and Certifications

• Foundational knowledge of cybersecurity principles, including risk assessment, threat modeling, controls, and monitoring
• Familiarity with third-party risk management concepts, including vendor onboarding, assessments, evidence collection, scoring, and remediation workflows
• Working knowledge of common security and compliance frameworks such as ISO 27001, SOC 2, NIST, and related risk control structures
• Understanding of data protection and privacy concepts relevant to enterprise customers
• Security Certifications: CISSP, Security +

Why Join Lema AI Impact:

Build a category-defining platform that safeguards how modern businesses operate. Ownership: Join a culture that gives you full context, autonomy, and trust to drive outcomes. Compensation & Benefits: Competitive salary, equity package, and additional perks V