Be a trusted technical partner in Mid-Market deals
Work alongside AEs to support discovery, solution positioning, and technical validation across mid-sized organizations with diverse environments.
Lead discovery and technical qualification
Meet with prospective customers to understand their infrastructure, security maturity, compliance requirements, and risk priorities.
Deliver tailored demos and PoVs
Run compelling, outcome-driven demos and proof-of-value engagements that clearly connect NodeZero’s capabilities to customer risk reduction and business impact.
Maintain continuity through the customer lifecycle
Stay connected with key accounts to track evolving needs, ensure continued value realization, and surface expansion opportunities where it makes sense to.
Translate technical depth into business value
Help customers understand not just how the platform works, but why it matters—framing results in terms of exposure reduction, compliance alignment, and operational efficiency.
Own technical deal strategy
Navigate objections, competitive positioning, and technical concerns throughout the sales cycle.
Collaborate cross-functionally
Partner with Product, Engineering, Customer Success, and Product Marketing to ensure field feedback informs roadmap and positioning.
Support enablement and knowledge sharing
Contribute to internal knowledge sharing and continuously refine demo flows, technical assets, and playbooks for the Mid-Market segment.
Own post-close technical continuity
Stay engaged after the deal closes to ensure a smooth technical handoff, reinforce initial value, and maintain executive and practitioner alignment—remaining attentive to adoption, impact, and expansion signals

Requirements

5+ years of experience as a Sales Engineer or Solutions Architect, ideally in cybersecurity or infrastructure
Experience working Mid-Market accounts with a mix of technical depth and executive interaction
Strong understanding of cybersecurity fundamentals (threat landscape, vulnerability management, identity, cloud, AD, etc.)
Ability to simplify complex technical concepts for both practitioners and executives
Experience running structured PoVs and managing technical validation cycles
Strong collaboration skills and comfort operating in a fast-paced, high-growth environment
Bachelor’s degree in Computer Science, IT, Cybersecurity, or related field (or equivalent experience)

Benefits

equity package in the form of stock options

Applicant Tracking System Keywords

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

Hard Skills & Tools

Sales EngineeringSolutions ArchitectureCybersecurityInfrastructureVulnerability ManagementIdentity ManagementActive DirectoryTechnical ValidationProof of Value (PoV) ManagementTechnical Deal Strategy

Soft Skills

CollaborationCommunicationSimplifying Complex ConceptsCustomer EngagementTechnical QualificationProblem SolvingAdaptabilityInterpersonal SkillsExecutive InteractionKnowledge Sharing