Solution Architect (North America)

<p>Most boards and executives are currently flying blind when it comes to cyber risk. They are guessing. At Safe, we’ve built an AI-driven engine that finally gives the C-Suite a clear, quantified, and real-time view of their security posture. We don’t just provide data; we provide <strong>certainty</strong>.</p> <p>We are a <strong>$170M Series C-funded</strong> category leader. We don’t play in the mid-market; we operate at the highest levels of global enterprise. Today, we are proud to <strong>serve 10% of the Fortune 500</strong>, protecting global icons such as <strong>Apple, Netflix, AT&amp;T, Verizon, and Victoria’s Secret</strong>.</p> <p>As we scale toward our next chapter, we are looking for high-performers who want to do the best work of their careers at the intersection of AI and Cybersecurity.</p> <h3><a href="https://jobs.safe.security/culture/" rel="nofollow ugc noopener" target="_blank"><strong>The Culture Memo: Our Operating System</strong></a></h3> <p>Safe is not a typical corporate environment. We are a high-intensity, mission-driven team. We value builders who want to define a category and work alongside people who are equally committed to excellence.</p> <ul> <li> <p><strong>Extreme Ownership:</strong> We don’t do "not my job." We hire people who see a gap and own the solution from start to finish.</p> </li> <li> <p><strong>The Elite Standard:</strong> We serve the most sophisticated companies on the planet. Our work must be bulletproof. Whether it’s a line of code or a sales deck, we aim for Tier-1 quality every time.</p> </li> <li> <p><strong>Methodology &amp; Rigor:</strong> We don’t wing it. From <strong>Force Management</strong> and <strong>MEDDICC</strong> in sales to <strong>data-driven sprints</strong> in engineering, we rely on proven frameworks to stay disciplined and predictable.</p> </li> <li> <p><strong>Radical Candor:</strong> We move too fast for politics or sugar-coating. We value direct, honest feedback that helps us find the right answer quickly.</p> </li> <li> <p><strong>The Series C Hustle:</strong> We have the stability of a well-funded leader but the heart of a startup.</p> </li> </ul> <h3><strong>The Perks &amp; Ownership:</strong></h3> <p>We want our team to feel like owners because they <strong>are</strong> owners. We trust our people to manage their results and their time.</p> <ul> <li> <p><strong>Meaningful Equity:</strong> Every "Safestar" is a shareholder. You aren’t just an employee; you are a partner in our success.</p> </li> <li> <p><strong>Unlimited Leaves:</strong> We don’t believe in clock-watching. We offer <strong>unlimited leave</strong> because we trust you to take the time you need to recharge while staying committed to the mission.</p> </li> <li> <p><strong>Comprehensive Benefits:</strong> We provide top-tier medical insurance and wellness benefits to ensure you and your family are well cared for.</p> </li> <li> <p><strong>Career Trajectory:</strong> We are growing aggressively. For high-performers, the path for advancement moves at the speed of your ambition.</p> </li> </ul> <p>You are the technical lead on CTEM deals, from the first discovery call through a closed proof of value. You work between the customer's vulnerability management team, their CISO, and our account executives.</p> <p>Your job is to prove, in the customer's own data, that SAFE finds the exposures that matter and gets them fixed faster than what they run today.</p> <p>You start as the CTEM expert on the team. Over your first year, you learn TPRM and CRQ so you can carry any SAFE deal.</p> <ul> <li> <p><strong>Reports to:</strong> VP, Global Pre-Sales</p> </li> <li> <p><strong>Level:</strong> Solution Architect or Senior Solution Architect, set by experience</p> </li> <li> <p><strong>Location:</strong> Remote, North America</p> </li> </ul> <h3>What you will do:</h3> <ul> <li> <p><strong>Run technical discovery.</strong> Map the customer's scanners, asset inventory, ticketing, and remediation workflow, then find where it breaks.</p> </li> <li> <p><strong>Deliver demos built for the buyer.</strong> Show their problem solved in their terms—no feature tours.</p> </li> <li> <p><strong>Own proofs of value.</strong> Write success criteria with the customer, connect their tools, and deliver measurable results on a deadline.</p> </li> <li> <p><strong>Win the technical argument.</strong> Position SAFE against legacy vulnerability management and other exposure management platforms, using facts and the customer's own data.</p> </li> <li> <p><strong>Speak to both rooms.</strong> Explain exploitability and remediation to engineers, then explain the same exposure in business and financial terms to a CISO.</p> </li> <li> <p><strong>Know your deals.</strong> Keep stage, blockers, and next steps current in our CRM and presales systems so the forecast holds.</p> </li> <li> <p><strong>Make the product better.</strong> Bring product what customers ask for, where we win, and where we have gaps.</p> </li> <li> <p><strong>Build what the team reuses.</strong> Demo environments, POV playbooks, and competitive notes.</p> </li> </ul> <h3>What you bring:</h3> <ul> <li> <p>3+ years hands-on in vulnerability management or exposure management, as a practitioner or as a presales engineer selling it</p> </li> <li> <p>Working knowledge of the stack: scanners such as Tenable, Qualys, and Rapid7, cloud and application security findings, EDR, CMDB, and ITSM tools such as ServiceNow and Jira</p> </li> <li> <p>Fluency in prioritization: CVSS, EPSS, CISA KEV, asset criticality, exploitability, and compensating controls, plus an opinion on where each falls short</p> </li> <li> <p>Understanding of the five CTEM phases: scoping, discovery, prioritization, validation, and mobilization</p> </li> <li> <p>Comfort with APIs and messy data. You can read API docs, troubleshoot an integration, and make sense of a raw export</p> </li> <li> <p>Clear communication. You can make a point to a CISO in two minutes and defend it with an engineer for twenty</p> </li> <li> <p>Hunger to learn. You pick up new domains fast, on your own, and you use AI tools every day</p> </li> <li> <p>Speed and ownership. You are comfortable with change, short timelines, and work that has no playbook yet</p> </li> <li> <p>Coachability. You want direct feedback, and you act on it</p> </li> </ul> <h3>Nice to have:</h3> <ul> <li> <p>Experience running POVs or POCs with enterprise accounts</p> </li> <li> <p>Exposure to cyber risk quantification, FAIR, or third-party risk</p> </li> <li> <p>Scripting in Python or SQL</p> </li> <li> <p>Background in penetration testing, red team, threat intelligence, or incident response</p> </li> <li> <p>Experience presenting to CISOs or executive audiences</p> </li> </ul> <h3>Your first 90 days:</h3> <ul> <li> <p><strong>By day 30:</strong> You know the platform and its integrations. You have shadowed live deals and passed your CTEM demo in front of the SA team.</p> </li> <li> <p><strong>By day 60:</strong> You lead CTEM discovery and demos with your account executives and co-run your first POV.</p> </li> <li> <p><strong>By day 90:</strong> You own CTEM POVs end to end and have started on TPRM.</p> </li> </ul> <h3>Why this job:</h3> <ul> <li> <p><strong>You shape a category.</strong> Exposure management is still being defined. Your deals and your feedback decide how SAFE wins it.</p> </li> <li> <p><strong>You get range.</strong> You start in CTEM and add TPRM and CRQ, which few presales roles in security offer.</p> </li> <li> <p><strong>You get coached.</strong> Practitioners get a structured path into presales. Experienced SEs get more scope and direct access to product and leadership.</p> </li> <li> <p><strong>You work with agentic AI in production,</strong> in front of enterprise security teams, every week.</p> </li> </ul> <h3>Compensation</h3> <h3>Additional Information</h3> <p>If you’re passionate about cyber risk, thrive in a fast-paced environment, and want to be part of a team that’s redefining security, <strong>we want to hear from you!</strong> </p>