Senior Solutions Engineer, Mid-Enterprise
Leads pre-sales technical strategy for mid-enterprise accounts, running discovery, competitive PoCs, architecture sessions, and executive briefings. Requires complex enterprise sales experience, cloud and container expertise, and the ability to advise stakeholders on AI governance and software supply chain security.
About the job
Responsibilities
- Lead technical discovery across Platform Engineering, DevOps, Security, and AI/ML teams.
- Shape technical requirements around AI governance, software supply chain risk, regulatory compliance, and secure development lifecycles.
- Design, position, and execute structured proofs of concept and proofs of value covering policy enforcement, image and artifact integrity, SBOM visibility, AI workload governance, and secure build pipelines.
- Develop custom code, scripts, and integrations for customer environments.
- Define success criteria, evaluation frameworks, and executive-ready value summaries.
- Deliver demos, workshops, architecture reviews, and technical executive briefings.
- Translate AI security and governance capabilities into business value for CISOs, platform engineering leaders, and AI leaders.
- Advise customers on responsible AI development, secure AI model lifecycles, software supply chain integrity, container security, and DevSecOps.
- Provide architectural guidance for agentic AI environments, policy-as-code, and identity and access governance for AI workloads.
- Build and expand relationships with technical champions across Security, DevOps, Platform, and AI teams.
- Influence buying groups, shape requirements, identify expansion opportunities, and maintain engagement beyond the initial sale.
- Advocate for customer needs with Product and Engineering and coordinate with Post Sales and Support.
- Develop reusable workshops, demos, reference architectures, and enablement content.
- Support competitive sales motions and develop technical win strategies with Sales.
- Travel to customer sites up to 25%.
Requirements
- Experience as a Sales Engineer, Solutions Engineer, or Solutions Architect in complex enterprise sales.
- Experience running competitive PoCs/PoVs with clearly defined success and exit criteria.
- Ability to engage credibly with senior technical and business stakeholders.
- Strong understanding of cloud platforms, containers, DevOps, and modern application architectures.
- Fluency in English.
- Excellent communication, influence, and stakeholder management skills.
Nice-to-haves
- Experience with Docker, container ecosystems, or adjacent technologies.
- Experience in development, agentic AI development, software development lifecycles, or software supply chains.
- Familiarity with AI governance, container security, software supply chain security, and related regulatory frameworks.
Compensation
- Canada: CA$247,100–CA$353,000 OTE plus equity.
- United States: US$170,800–US$244,000 OTE plus equity.
- Technology stipend equivalent to US$100 net per month.
- Annual learning and development stipend.
- 16 weeks of paid parental leave after six months of employment.
- Remote-first work, home office support, and generous paid time off.
Skills
AWS, Microsoft Azure, GCP, Docker, Containers, DevOps, Ai Governance, Software Supply Chain Security, Sbom, Policy As Code, Kubernetes, Salesforce
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