Solutions Engineer

Material Security; San Francisco (CA); Remote; USD 175,000 - 200,000; Full time

Job summary

A leading cybersecurity firm is seeking a Solutions Engineer to engage with SMB prospects in a remote-first environment. The role includes conducting technical discovery calls, running tailored product demos, and collaborating across teams to optimize systems. Successful candidates will have experience in customer-facing security roles, strong communication skills, and a keen interest in cloud and email security. Compensation is competitive, with a range of $175,000 - $200,000 OTE. Join an inclusive and diverse workplace that values your contributions.

Qualifications

• Experience in a customer-facing security role.
• Hands-on experience with cybersecurity products.
• Strong skills in technical discovery and product evaluation.
• Ability to communicate clearly and effectively with both technical and non-technical stakeholders.

Responsibilities

• Lead technical discovery calls to identify customer pain points.
• Run product demos connecting features to customer needs.
• Support evaluations with clear success criteria.
• Document processes and tools for team use.

Skills

Customer-facing skills

Discovery skills

Demo skills

Communication with technical admins

Experience with APIs and no-code tools

Problem-solving instincts

Interest in email and cloud security

Job description

Material Security is hiring a Solutions Engineer to support SMB prospects. This is a customer-facing security role. You will run technical discovery, tailored demos, evaluations, and help buyers understand how Material fits their environment and why it matters.

Most of the role is pre-sales work. A smaller but real part of the role is internal leverage work. We want someone who notices GTM friction, builds practical fixes, and leaves the team with better systems than they found.

Responsibilities

External Responsibilities

• Lead technical discovery calls that surface real pain, current environment, buying criteria, and blockers.
• Run product demos that connect features to customer risk, workflow, and business impact.
• Own or support evaluations and proof-of-value work with clear success criteria.
• Handle objections with clarity and good judgment.
• Partner with AEs, product, engineering, design, marketing, and customer success throughout the sales cycle.
• Turn field feedback into clear product, positioning, and enablement input.

Internal Responsibilities

• Spot GTM process issues that waste time, hide signal, or create unnecessary manual work.
• Build lightweight automations, workflows, scripts, or internal tools that help the team move faster.
• Improve systems across CRM, outbound tooling, demo and POC setup, Google Workspace, and adjacent GTM workflows.
• Turn repeated SE work into reusable assets, templates, and operating guides.
• Document what you build so other people can use it and improve it.
• Use good judgment about what should be a quick fix, what should become a team standard, and what should stay manual.

What We're Looking For

• Experience in a customer-facing security role such as Solutions Engineer, Sales Engineer, Solutions Architect, or Security Consultant.
• Hands‑on experience with cybersecurity products and real environments, especially Google Workspace or Microsoft 365.
• Strong discovery, demo, and evaluation skills.
• Clear communication with both technical admins and non-technical stakeholders.
• Comfort using APIs, scripts, spreadsheets, no-code tools, or AI-assisted workflows to remove manual work.
• A track record of building something useful for teammates, customers, or internal operators.
• Good instincts on scope. You know when to ship the fast version and when to slow down.
• Curiosity, low ego, and a willingness to say, "I don't know yet, but I'll figure it out."
• Genuine interest in email security, cloud security, and how modern teams actually buy and run these tools.

Nice to Have

• Experience using AI assisted Software Development tools
• Experience supporting SMB or MSP buyers.
• Experience with email security, post-breach response, or adjacent security categories.
• Experience creating reusable demo environments, eval tooling, or internal workflow automation.
• Experience working in an early-stage or fast-moving startup environment.

Material Security is a remote-first workplace with an office in San Francisco, California.

Compensation for this position is $175,000 - $200,000 annual OTE, 80/20 split. The projected pay range is one component of Material Security’s total compensation package for employees.

Equal Opportunity Employer Statement

Material Security is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability, genetic information, or any other legally protected status. All employment decisions are based on qualifications, merit, and business needs.