Sales Engineer
At a Glance
• Sales Engineer role at a high-growth cloud security platform — Series B funded
• Own the technical win across enterprise accounts on the West Coast of the USA
• Remote-first with travel to key accounts across San Francisco, Seattle, Los Angeles, and beyond
• Partner directly with enterprise AEs selling cloud-native security to CISOs and security architects
About Our Client
Ocho People are proud to be partnering with a rapidly scaling cloud cybersecurity business operating at the cutting edge of the industry. Our client has built a cloud-native security platform purpose-built for modern infrastructure — protecting organisations across multi-cloud environments, containerised workloads, and hybrid architectures. Trusted by global enterprise clients across financial services, technology, and critical infrastructure, the business has achieved significant ARR milestones and closed Series B funding from tier-one investors. The pre-sales function is central to commercial success — Sales Engineers here are given genuine autonomy, direct access to product and engineering, and are recognised as critical contributors to every deal they touch.
The Role
This is a technically hands-on Sales Engineer role for someone who loves the craft of the technical sale — getting deep into a prospect’s environment, understanding their cloud security posture, and building a compelling, evidence-based case for why this platform is the right solution. You will be the primary technical voice in enterprise sales cycles across the West Coast, working in tight partnership with Account Executives to run discovery, architect solutions, design and lead proof-of-concept engagements, and handle the full range of technical objections from security-savvy buyers. Your audience will be CISOs, Security Architects, Cloud Engineers, and DevSecOps leads — people who ask hard questions and expect precise answers. If you are energised by technical complexity, thrive in front of expert audiences, and want your expertise to directly drive revenue, this role is built for you.
Key Responsibilities
• Own the technical win across enterprise sales cycles on the West Coast, partnering closely with Account Executives from first call through to close
• Lead in-depth technical discovery to understand prospect cloud environments, security architecture, and threat exposure
• Design, deliver, and manage proof-of-concept engagements that demonstrate clear, measurable value against the prospect’s specific security challenges
• Deliver compelling product demonstrations tailored to technical and executive audiences, including CISOs, Security Architects, and Cloud Engineering leads
• Handle complex technical objections with precision — covering cloud infrastructure, container security, identity, compliance, and threat detection
• Collaborate with product and engineering teams to feed prospect and customer insight into the roadmap and influence platform direction
• Produce high-quality technical documentation including RFP responses, security questionnaires, and solution architecture proposals
• Support customer onboarding and early technical success to ensure smooth handover to post-sales and accelerate time to value
• Contribute to internal enablement by building reusable demo assets, technical battle cards, and competitive intelligence materials
What You’ll Need
Essential
• 4+ years’ experience in a Sales Engineering, Solutions Engineering, or Pre-Sales role within cybersecurity or cloud infrastructure
• Strong hands-on knowledge of cloud security concepts — CNAPP, CSPM, CWPP, container security, or cloud identity
• Practical experience with AWS, GCP, or Azure at enterprise scale, including security tooling and architecture patterns
• Comfortable running and managing proof-of-concept engagements end-to-end with enterprise security teams
• Excellent technical communicator — able to adapt your message fluently between CISO-level and hands-on engineering audiences
• Familiarity with containerised environments including Kubernetes and Docker
• Right to work in the USA without restriction; based on the West Coast
Desirable / Nice to Have
• Hands-on background in cloud engineering, DevSecOps, or security architecture prior to moving into a pre-sales role
• Experience with eBPF, runtime security, or cloud-native threat detection technologies
• Relevant certifications such as AWS Security Specialty, CCSP, CISSP, or CKS (Certified Kubernetes Security Specialist)
Why Apply?
• Meaningful equity participation in a Series B business on a strong growth trajectory
• Remote-first with full flexibility to work from anywhere on the West Coast
• 20 days PTO plus federal holidays, increasing with tenure
• Comprehensive medical, dental, and vision coverage; 401(k) with company match
• Direct access to product and engineering — your technical insight genuinely shapes the roadmap
• Pre-sales function is senior and respected — SEs are treated as revenue contributors, not demo jockeys
• Clear progression path into Principal SE, SE Manager, or Solutions Architecture leadership
How to Apply
Connect with your Ocho People consultant on LinkedIn or submit your CV via the link below. All applications are treated in the strictest confidence.
