Principal Solutions Architect

Role overview

This is a principal-level individual contributor position leading the technical side of complex enterprise security sales opportunities. The role bridges pre-sales technical work with service delivery, owning technical discovery, demonstrations, proof-of-value engagements, and the transition into ongoing service. It blends deep security expertise with strong communication, influence, and cross-functional leadership across sales, product, and delivery teams.

Responsibilities

- Own technical strategy for enterprise opportunities from initial discovery through proof of value, onboarding, and the customer's first 30 days - Lead end-to-end proof-of-value engagements, defining meaningful success criteria, coordinating internal teams, troubleshooting issues, and keeping execution on track - Deliver technical service demonstrations tailored to practitioners, executives, and other audiences, articulating how the platform creates security value - Act as a trusted technical advisor who can ask difficult questions, challenge assumptions, navigate objections, and decline when alignment is poor - Partner with account executives and regional sales leadership on opportunity strategy, technical discovery, competitive positioning, and complex RFP/RFI responses - Prepare delivery teams with the technical context, expectations, risks, and environment details needed for a smooth handoff from pre-sales into service - Coordinate across sales, product, engineering, security operations, detection and response, customer success, and delivery teams, influencing stakeholders without direct authority

Requirements

- Significant technical depth across security operations, incident response, SIEM, endpoint, network, and cloud environments - Demonstrated success leading complex enterprise opportunities with long sales cycles and multiple technical and executive stakeholders - Ability to listen, ask strong questions, tell a compelling technical story, and build trust from analysts through security executives - Experience translating customer needs into realistic technical solutions and being transparent about what the service can and cannot deliver - Proven ability to influence and hold teams accountable without formal authority - Authorization to work in the United States without visa sponsorship

Nice to have

- Hands-on experience in a SOC, incident response, threat hunting, detection engineering, or similar security operations role - Background selling or delivering MDR, MSSP, SIEM, EDR/XDR, cloud security, or other security operations solutions - Experience supporting large enterprise customers with complex environments and post-sale handoff to delivery or customer success - Experience improving proof-of-value methodology, technical enablement, or broader sales engineering practices - A bachelor's degree in computer science, information security, or a related discipline

Benefits and work setup

- Remote position within the United States - Travel expected at 10-20% for customer meetings, executive briefings, conferences, and headquarters visits - Targeted base salary range of $186,000 to $195,000 USD, with a 75/25 pay mix and targeted on-track earnings of $248,000 to $260,000 USD, plus equity - Unlimited paid time off, work location flexibility, up to 24 weeks of parental leave, and comprehensive health benefits - Equal opportunity employer committed to reasonable accommodations for candidates and employees with disabilities