Lakera

Account Executive

• Acquire new logos and develop and implement innovative sales strategies to meet and surpass revenue targets.
• Evaluate market landscapes, trends, and dynamics to translate overarching plans into focused sales initiatives, partnerships, and campaigns.
• Connect with key decision-makers at potential customers and educate them on Lakera’s unique value prop.
• Navigate complex sales, meaning multiple stakeholders, pilots, and some technical complexity.
• Lead the expansion of our market presence by identifying new customer segments and potential use cases.
• Shape product roadmaps and features based on customer feedback and market demands, and offer insights that fortify our value proposition and elevate the overall customer experience.
• Continuously enhance the sales methodology by integrating insights into playbooks, templates, and best practices. Identify process enhancements to streamline sales productivity and ensure consistency.

Enterprise Account Executive

• Drive growth: Acquire new logos and develop innovative sales strategies to exceed revenue goals.
• Engage the market: Evaluate market trends, customer needs, and competitive dynamics to translate strategy into actionable sales initiatives and partnerships.
• Build relationships: Connect with key decision-makers, educate them on Lakera’s unique value proposition, and guide them through complex buying journeys.
• Manage complex sales: Navigate multi-stakeholder enterprise deals involving pilots, integrations, and technical depth.
• Expand market reach: Identify new customer segments and use cases to accelerate adoption of Lakera’s products.
• Shape the product: Provide structured feedback and insights to inform product direction, ensuring our solutions continually address evolving customer needs.
• Maintain operational excellence: Ensure clean deal management and CRM hygiene (HubSpot) to enable scalability and predictability.
• Contribute to playbooks: Help codify learnings, refine sales methodology, and enhance processes to improve productivity and consistency across the team.

Business Development Rep

• Generate new business opportunities by prospecting, researching, and outbounding into cold accounts and warm leads
• Convert a healthy stream of inbound leads across multiple channels
• Share an informed perspective regarding Ideal Customer Profiles, target personas, messaging and product market fit to drive qualified lead generation and conversion
• Develop and experiment with highly tailored and personalized messaging to book meetings with target personas
• Effectively communicate the value products to potential customers
• Keep our CRM system up to date with the most current and accurate information
• Align and collaborate on valuable market insights and feedback with stakeholders across sales, product, and marketing
• Achieve or exceed monthly and quarterly quotas of qualified opportunities
• Shadow Sales calls and meetings

Business Development Representative

Solutions Engineer

• Lakera is seeking a Solutions Engineer to accelerate customer success and shape the product experience as we scale. In this customer-facing role, you’ll be the primary technical point of contact through both sales and post-sales implementation. You’ll translate customer needs into solutions, architecting with Lakera’s AI security platform to help enterprises secure their AI stacks and unlock cutting-edge use cases.
• You’ll work closely with Customer Success, Sales, Product, and Engineering to ensure Lakera delivers on its mission. With your blend of technical expertise, communication skills, and customer empathy, you’ll be at the forefront of AI security innovation.
• About Lakera: Lakera is on a mission to secure the era of intelligent computing. We are heading towards a future where AI-powered applications take center stage. Here at Lakera, we\'re not just dreaming about the future; we\'re building the security foundation for it. We empower builders, giving them the confidence to navigate this new dynamic landscape and unleash the next phase of innovation.
• We work with Fortune 500 companies, startups, and foundation model providers to protect them and their users from adversarial misalignment. We are also the company behind Gandalf, the world’s most popular AI security game.
• What You’ll Do:
• Act as the primary technical point of contact for customers evaluating Lakera. Understand their needs and design solutions that align with their infrastructure using Lakera’s platform.
• Partner with Customer Success to plan and execute post-sales implementations, ensuring customers onboard quickly and realize value from the platform.
• Develop and maintain technical documentation and guides to streamline pre- and post-sales workflows.
• Support product configuration and deliver minor technical changes required for customer implementations.
• Feed customer feedback directly into Product and Engineering, helping shape the roadmap and ensuring the platform evolves with real-world needs.
• Lay the foundation for a scalable Solutions Engineering function by building playbooks and repeatable best practices.
• What You’ll Bring:
• 5+ years of experience as a Solutions Engineer, Sales Engineer, Solutions Architect, or similar role.
• A track record of managing relationships with large, complex organizations, preferably with a deeply technical enterprise product.
• Proficiency coding in the Python and Javascript ecosystems.
• A track record of enabling large scale implementations in at least one of the hyperscalers (AWS,GCP, Azure). Preferred experience with Docker, Kubernetes, and Terraform.
• An understanding of and experience navigating security, compliance, and IT processes and requirements when implementing B2B products at large enterprises.
• Strong written and verbal communication and interpersonal skills with a comfort presenting in front of customers 1:1, in small groups, and at large conference venues..
• A track record of working directly with customers of varying sizes, including large enterprises.
• An organized, self-starter approach with an eye for finding creative ways to get projects to the finish line.
• A passion for what AI can do for the good of humanity and a desire to ensure that it is implemented in a secure and ethical way.
• Comfortable in a small and fast moving startup environment.
• Location: San Francisco.
• Logistics: Tuesday and Wednesday in office. We’re excited about candidates who want to contribute to our in-office culture.
• Deadline to apply: None. Applications will be reviewed on a rolling basis.
• Compensation and Benefits: Our total compensation package is a blend of salary, equity and benefits.

Product Manager

• Lead features for Lakera Guard, Lakera's GenAI security platform
• Manage Guard Applications team; API & UI experience
• Conduct user research; define product vision; align with security needs
• Develop prioritized roadmap based on customer feedback, market research, data analysis
• Collaborate across engineering, UX/UI design, marketing; deliver high-quality products
• Conduct customer interviews; understand pain points; inform feature development
• Create compelling product messaging, positioning, and go-to-market strategies
• Drive 0 to 1 product development; launch and iterate based on early feedback
• Support the CSM and sales teams with technical expertise

Enterprise Account Executive

Enterprise Account Executive

Business Development Representative

Solutions Engineer

Senior Product Manager, San Francisco or East Coast