VP of Solutions Architecture New Remote, US

HiddenLayer, Inc.; United States; Remote; USD 180,000 - 260,000; Full time

Benefits offered by this job

Fully Remote

Health & Wellness Benefits

Flexible Time Off

Learning & Development Fund

Diversity & Inclusion

Job summary

HiddenLayer, Inc. is seeking a VP of Pre-Sales to lead a global pre-sales team supporting enterprise SaaS solutions. You will drive revenue by delivering technical demonstrations, POCs, and solution architecture across complex sales cycles.

You will partner with sales, product, and engineering, shaping pre-sales strategy, mentoring engineers, and ensuring customer value is clearly articulated. This role offers fully remote work and opportunities to travel for key engagements.

Qualifications

• Strong technical background with business acumen and leadership.
• Experience in technical sales or sales engineering in cybersecurity/AI security.
• Willingness to travel to client sites and industry events.

Responsibilities

• Lead and manage the pre-sales team, including Sales Engineers and Solution Architects.
• Partner with sales to design tailored solutions demonstrating value of our SaaS platform.
• Develop and execute pre-sales strategy aligned with sales goals and revenue growth.
• Oversee product demonstrations, POCs, and solution architecture engagements.
• Act as trusted advisor, providing technical expertise and business insights to customers.

Skills

Leadership

Pre-sales

Cybersecurity

Docker

Kubernetes

API Integration

Python

Cloud networking

Tools

Docker

Kubernetes

API Integration

Python

Job description

The VP of Pre-Sales will be responsible for leading and managing the pre-sales team, which works closely with sales, product, and engineering teams to drive revenue by providing technical expertise during the sales process. You will oversee all pre-sales activities, including technical demonstrations, proof of concepts (POCs), and solution architecture, ensuring that our prospects and customers fully understand the value of our SaaS solutions. This role requires a strong technical background, combined with business acumen and leadership skills, to effectively support complex sales cycles in enterprise environments.

ABOUT HIDDENLAYER:

HiddenLayer protects the world’s most valuable technologies from adversarial AI attacks. Our team of AI professionals and security experts built a patent-pending platform to help organizations adopt AI securely. Our rapid growth and innovation have earned recognition from RSA Innovation Sandbox, CB Insights AI 100, and more.

WHAT YOU’LL DO:

• Pre-Sales Leadership: Lead and manage the pre-sales team, including Sales Engineers and Solution Architects, to deliver exceptional technical support during the sales process.
• Sales Collaboration: Partner closely with the sales team to understand customer requirements and design tailored solutions that demonstrate the value of our platform in addressing business challenges.
• Strategy Development: Develop and execute the overall pre-sales strategy, aligning it with the company’s sales goals and ensuring that the pre-sales function supports revenue growth and customer acquisition.
• Technical Demonstrations: Oversee and participate in product demonstrations, solution presentations, and proof-of-concept engagements, ensuring that prospects fully understand the technical capabilities and benefits of our SaaS offerings.
• Customer Engagement: Act as a trusted advisor to prospects and customers, providing deep technical expertise and business insights to help them solve their unique challenges with our SaaS solutions.
• Cross-Functional Collaboration: Collaborate with product, engineering, and marketing teams to ensure the pre-sales team is equipped with up-to-date knowledge on product capabilities, customer use cases, and competitive differentiators.
• Team Development: Build, mentor, and develop a high-performing pre-sales team by providing ongoing training, career development, and support. Ensure the team stays current with industry trends, new technologies, and evolving customer needs.
• Process Optimization: Continuously improve the pre-sales processes, methodologies, and tools to increase efficiency and effectiveness in supporting the sales cycle and closing deals.
• Customer Feedback: Act as a liaison between customers and the product/engineering teams, providing feedback on feature requests and ensuring customer needs are prioritized in the product development roadmap.
• Reporting & Metrics: Define, track, and report on key pre-sales performance metrics (e.g., win rates, POC success rates, time to close) to senior leadership. Use data insights to drive strategic decisions and improvements within the pre-sales function.
• Stakeholder Management: Build and maintain strong relationships with key internal stakeholders, including sales, product, and executive leadership, to ensure alignment on goals and strategy.

WHO YOU ARE:

• Excellent leadership, coaching, and mentoring skills with the ability to build and develop high-performing teams.
• Proven experience in a technical sales or sales engineering role within the cybersecurity industry, preferably in the AI security space.
• Exposure to 2 technologies required: Docker, Kubernetes, API Integration, Python/other scripting languages, Cloud networking
• Strong understanding of cybersecurity principles, methodologies, and technologies, with a focus on AI-driven security solutions.
• Proven comfort with cloud devops, cloud security, command line and leveraging APIs
• Proficiency in articulating technical concepts and value propositions to both technical and non-technical audiences.
• Experience with conducting product demonstrations, proof of concepts (PoCs), and technical presentations.
• Excellent interpersonal and communication skills, with the ability to build and maintain relationships with clients and internal stakeholders.
• Self-motivated with a passion for technology and a drive for continuous learning and development.
• Willingness to travel as needed to client sites and industry events.

WHY HIDDENLAYER?

We just raised $100M in Series B funding led by Delta-v Capital, with backing from Morgan Stanley, Microsoft's venture arm, Booz Allen Hamilton, and others. It's a validation of what we've built: 10x revenue growth, 50+ new enterprise customers, and deployments across defense, finance, and the world's largest AI platforms. This funding goes straight into expanding our platform and GTM capabilities, and into growing our team globally.

Attracting and retaining the very best people is our #1 priority. That’s why we offer our team best-in-class benefits, including:

• Fully Remote: We are a completely remote global team. Though we’re distributed, we are intentional about getting the team together a couple of times a year. We offer a generous stipend for your home office setup, annual upgrades to ensure you have a comfortable workspace and a monthly stipend for internet/phone expenses.
• Comprehensive Health & Wellness Benefits: Better than your average startup healthcare benefits. With five options to choose from, of which are fully subsidized by HiddenLayer, we offer a variety of options to fit each person’s needs. We also offer vision, dental, and 401k offerings.
• Flexible Time Off: Enjoy unlimited and flexible time off for all salaried employees, in addition to 15 paid company holidays.
• Commitment to Learning and Development: We support personal growth and education through a dedicated L&D fund that can be used for training, conferences, certifications and industry events.
• Diversity, Equity, and Inclusion: We are committed to building a diverse team with individuals from various backgrounds, experiences, abilities, and perspectives, and we are proud to be an equal opportunity employer.

HiddenLayer is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.