Solutions Architect (AMER)

XBOW

10d • Remote

About The Position

At XBOW, we’re redefining the future of cybersecurity by building the world's first autonomous pentester, powered by AI. Today, the gold standard for securing software systems is human pentesters, but with the rise of artificial intelligence, we’re stepping up to scale offensive security to meet the ever-growing demand.
AI is transforming the landscape of both cybersecurity and cyberattacks. While millions of people without security expertise are creating software, bad actors are using AI to launch more effective attacks. XBOW fights back with AI-driven superpowers, enabling security teams to stay one step ahead.
Backed by Sequoia Capital and Altimeter, and a team that includes the creators of GitHub Copilot and GitHub Advanced Security, XBOW is not just keeping up with the times—we’re shaping the future of cybersecurity. Our mission is simple: to defeat the bad actors before they strike, using AI to revolutionize how we approach offensive security.
We’re building something that must be built, and we’re the team to do it. Join us in shaping the next frontier of autonomous security.
We’re looking for an experienced hands-on Solution Architect to support the sales team and prospective customers. You’ll run demos during the sales cycle, help with technical customer onboarding, run PoV engagements to demonstrate the value of the XBOW platform and help customers transition from pre to post sales.
This is a deeply technical role within a customer facing environment. You’ll work across multiple customers supporting the sales team, and act as a conduit to share information back with the Product Engineering team to help mature the platform.

Requirements

• Experience with pre-sales Solution Architecture in the security space, preferably with a SaaS product
• Deep understanding of SAST, SCA and DAST products in the market
• 10+ years Red Team/SOC/Security Engineering/DevSecOps or adjacent experience
• Strong command of pen-testing concepts and approaches (for example Cyberkill chain framework, OWASP Top 10)
• Understanding of security frameworks and compliance, such as ISO-27001, SOC2, PCI and HIPAA
• Can support sales teams with discovery and requirements gathering
• Comfortable leading PoC/PoVs for customers
• Capable of explaining complex security concepts clearly to mixed audiences
• Used to tailoring messaging to CISOs, security engineers and executives
• Experience working with Product Engineering teams to communicate customer learnings
• Basic understanding of customer buying drivers and objections

Nice To Haves

• Post-sales engineering/Expert Services experience
• Security consulting experience in a Professional Services setting
• Previous experience with delivering self-hosted solutions on Cloud platforms (AWS/Azure). AWS/Azure certifications a bonus!
• Actively involved in the security community, including speaking at conferences, running workshops and/or contributing to Open Source
• Previously filled a role as a security buyer, such as a CISO
• Had experience in software engineering or DevOps focused roles

Responsibilities

• Support the sales team by running demos for prospective customers
• Run Proof-of-Value (PoV) engagements to demonstrate the value of the XBOW platform
• Conduct technical discovery and requirements gathering during the sales process
• Guide customers through technical onboarding
• Act as Tier 1 support during the PoV stage
• Be open to transitioning into post-sales support roles when required
• Provide feedback to product teams on what you are seeing in the Field
• Help explain the technical and business value of the product
• Explain complex security concepts to customer teams
• Act as a the technical PoC for customers during pre-sales
• Support hand-off between pre and post sales teams

Benefits

• Compensation & Equity: Competitive salary, clear performance-based incentives, and equity package, making you an integral part of XBOW’s growth story.
• Career Growth: Significant opportunities to progress within the sales organization and shape your career trajectory as we scale.
• Meaningful Work: You’ll directly impact XBOW’s mission to revolutionize cybersecurity and protect organizations worldwide.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 11-50 employees