Serve as the technical lead on enterprise sales opportunities, partnering with Account Executives to shape deal strategy and execution.
Lead technical discovery with customer security, AI, and platform teams to understand architectures, threat models, and operational constraints.
Define technical win strategies, including solution design, evaluation plans, and success criteria.
Act as a trusted technical advisor to senior customer stakeholders throughout the buying process.
Articulate and demonstrate how the Gray Swan platform identifies vulnerabilities in and protects modern AI systems.
Design deployment architectures for integrating Gray Swan across development, deployment, and runtime environments.
Advise customers on best practices for AI security, governance, and operationalization.
Design, build, and maintain compelling demo environments tailored to customer use cases.
Lead proofs of concept and pilots that clearly demonstrate value and differentiation.
Address deep technical, architectural, and security objections with confidence and authority.
Support security reviews, threat modeling sessions, and technical due diligence.
Communicate complex AI security concepts clearly to engineers, security leaders, and executives.
Translate technical capabilities into measurable business impact and risk reduction.
Support RFPs, security questionnaires, and compliance discussions.
Represent Gray Swan as a technical authority in customer meetings and select industry forums.
Provide structured feedback to Product and Engineering based on real-world customer needs.
Surface patterns across enterprise buyers to influence roadmap prioritization.
Contribute to technical sales enablement and internal knowledge sharing.

Requirements

7–12+ years of experience in sales engineering, solutions engineering, security engineering, technical consulting, or related roles.
Strong understanding of modern AI/ML systems, including LLM-based applications and agentic architectures.
Solid grounding in security concepts such as threat modeling, monitoring, detection, and response, with the ability to reason about adversarial systems.
Familiarity with cloud-native architectures (AWS, GCP, Azure), APIs, distributed systems, and enterprise platforms, including on-prem deployments.
Prior experience supporting or selling security, infrastructure, AI, or developer platforms.
Proven experience engaging with CISOs, security architects, ML engineers, and platform leaders.
Track record supporting complex, multi-stakeholder enterprise deals.

Benefits

401k with up to 4% matching
28 days annual leave (vacation + holidays)
Health, dental, and vision coverage
Catered lunches (Pittsburgh office)
Flexible work arrangements
Visa sponsorship available for exceptional candidates

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales engineeringsolutions engineeringsecurity engineeringtechnical consultingAI securitythreat modelingcloud-native architecturesAPIsdistributed systemsenterprise platforms

Soft Skills

technical leadershipcommunicationadvisory skillsproblem-solvingcustomer engagementinfluencingcollaborationstrategic thinkingpresentation skillsknowledge sharing