Founding Sales Engineer

Tracebit•New York, NY

36d•Hybrid

About The Position

Tracebit is helping some of the world's best security teams - Snyk, Docker, Riot Games and many more to 'assume breach' at scale. Tracebit detects intrusions in their cloud environment using canaries - decoy tripwires deployed to deceive attackers. We're at a massive inflection point and this is a hugely exciting time to join the company: We are backed by some of the best investors in the space (Accel, Tapestry and more). We are growing very quickly (we doubled ARR last quarter), having recently closed some incredible customers that we can't disclose publicly! We are one of the most exciting startups to be part of in cybersecurity, have seen some great feedback from the market and are ready for explosive growth. Regularly featured on top startup lists from industry veterans... Creandum's Euro Seed top 50 list, Sifted's 2025 London Startups To Watch, Notions Cloud Top 100, AlbionVC's NHI Breakdown, MMCs Proactive Security Analysis, Accel's Euroscape Top Startups 2024, etc. Our research has recently helped fix a P1 security flaw in Google's Gemini CLI. We have grown the company from 2 to 16 people in 18 months, with plans to triple this in the coming year. 80% of our revenue comes from the US. We've achieved this with a small team based in London. Now we're building our US sales team in New York and need a sharp, technical pre-sales engineer to drive deal success.

Requirements

You have strong technical sales experience.
You've spent 3-5 years in a customer-facing technical role at a B2B SaaS company, ideally in cybersecurity or developer tooling.
You don't need to code, but you understand and have experience in areas such as cloud infrastructure or DevOps and can explain technical concepts clearly to both engineers and executives.
You learn technical concepts quickly.
You can rapidly grasp new technical concepts and translate them into clear value propositions.
You're comfortable diving into technical documentation and asking smart questions to fill knowledge gaps.
You work well with sales teams.
You understand the sales process and know when to lead technical discussions versus when to support account executives.
You can identify technical blockers and work collaboratively to overcome them.
You are excited to build a sales function and its processes.
You will be a key individual in designing Tracebit’s sales methodology and systems.
How we run pilots, how we onboard customers and how this scales as we grow the team.
You're comfortable in startup environments.
You've experienced the pace of an early-stage company and this pace excites you.
You can handle ambiguity, build processes from scratch, and adapt quickly as priorities shift.
You must have the right to work in the US.

Responsibilities

Run discovery calls and product demos.
Partner with sales to understand prospect requirements and deliver tailored demos that showcase how Tracebit solves their specific challenges.
Adjust your approach based on whether you're talking to a CISO or a security engineer.
Design and execute PoCs.
Scope proof-of-concepts that demonstrate clear value within prospect environments.
Guide customers through setup, monitor progress, and ensure successful outcomes that convert to closed deals.
Build technical sales collateral.
Create demo scripts, technical one-pagers, architecture diagrams, and FAQ documents that help prospects understand our platform.
Make it easy for AEs to have informed technical conversations.
Provide technical guidance throughout the sales cycle.
Address questions about security, compliance, and integrations.
Work with engineering when deeper expertise is needed. You will be a Tracebit SME.
Feed product insights back to the team.
Bring customer feedback, feature requests, and competitive intelligence to product discussions.
Help shape what we build based on market needs.
Represent Tracebit at events.
Attend key cybersecurity conferences to run technical demos, answer questions, and build relationships with prospects.