Solution Architect - TOLA/West
About The Position
The Sales Engineer plays a critical role in shaping how customers understand, evaluate, and adopt Lema’s platform. This role sits at the intersection of customer discovery, technical storytelling, and solution design—translating complex third-party risk challenges into clear, differentiated value. You will partner closely with Sales, Product, and Engineering to lead high-impact customer engagements. This role focuses on understanding customer risk, compliance, and operational priorities, and translating them into a clear, compelling vision of how Lema transforms third-party risk management. As a pivotal member of the go-to-market team, you will influence deal strategy, guide proof-of-concept decisions, and establish technical credibility with security, risk, and compliance stakeholders. You will lead customer discovery and technical storytelling, designing high-impact demos and solution narratives that directly align to customer outcomes. Beyond individual opportunities, you will help shape how Sales Engineering operates at Lema—contributing to presales best practices, demo strategy, and feedback loops into Product and Engineering. This role is ideal for an experienced Sales Engineer who values autonomy, thrives in high-growth environments, and wants direct influence over how a category-defining platform reshapes the market.
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 Haves
- Experience with Third-Party Risk Management (TPRM), GRC, cybersecurity, compliance, or risk-focused platforms
- Experience selling solutions with Agentic AI capabilities and translating
Responsibilities
- 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
Benefits
- Competitive salary
- equity package
- Employee Stock options grant
- Unlimited PTO
- 401k
- Health Benefits
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
