[Hiring] Solution Architect @Lema AI

Role Description

The Sales Engineer plays a critical role in shaping how customers understand, evaluate, and adopt Lema’s platform. This role sits at the intersection of customer discovery, technical storytelling, and solution design—translating complex third-party risk challenges into clear, differentiated value. You will partner closely with Sales, Product, and Engineering to lead high-impact customer engagements. This role focuses on understanding customer risk, compliance, and operational priorities, and translating them into a clear, compelling vision of how Lema transforms third-party risk management.

As a pivotal member of the go-to-market team, you will:

• Influence deal strategy, guide proof-of-concept decisions, and establish technical credibility with security, risk, and compliance stakeholders.
• Lead customer discovery and technical storytelling, designing high-impact demos and solution narratives that directly align to customer outcomes.
• Help shape how Sales Engineering operates at Lema—contributing to presales best practices, demo strategy, and feedback loops into Product and Engineering.

This role is ideal for an experienced Sales Engineer who values autonomy, thrives in high-growth environments, and wants direct influence over how a category-defining platform reshapes the market.

Qualifications

• 5+ years of proven experience as a Sales Engineer, Solutions Engineer, or Technical Presales professional supporting cybersecurity solutions.
• Strong ability to lead discovery with senior technical and business stakeholders, translating ambiguous requirements into clear solution strategies.
• Experience positioning technical platforms in terms of business value, risk reduction, operational efficiency, and ROI—particularly for enterprise or regulated customers.
• Demonstrated success designing and delivering executive-level product demonstrations, solution narratives, and proof-of-concept engagements.
• Strong technical aptitude, with the ability to understand system architectures, workflows, integrations, and data flows without needing to be a hands-on engineer.
• Experience collaborating cross-functionally with Product, Engineering, Sales, and Customer Success to influence deal strategy and product direction.
• Ability to synthesize customer feedback into structured insights that inform roadmap prioritization and go-to-market positioning.
• Excellent written and verbal communication skills, including the ability to present complex concepts clearly to both technical and non-technical audiences.
• High degree of ownership, accountability, and comfort making decisions in fast-moving, high-context environments.
• Ideal candidate located in one of the major metro areas in Texas OR California, Denver, Phoenix, Las Vegas or Seattle.

Requirements

• Experience with Third-Party Risk Management (TPRM), GRC, cybersecurity, compliance, or risk-focused platforms.
• Experience selling solutions with Agentic AI capabilities and translating.
• Foundational knowledge of cybersecurity principles, including risk assessment, threat modeling, controls, and monitoring.
• Familiarity with third-party risk management concepts, including vendor onboarding, assessments, evidence collection, scoring, and remediation workflows.
• Working knowledge of common security and compliance frameworks such as ISO 27001, SOC 2, NIST, and related risk control structures.
• Understanding of data protection and privacy concepts relevant to enterprise customers.
• Security Certifications: CISSP, Security +.

Benefits

• Build a category-defining platform that safeguards how modern businesses operate.
• Join a culture that gives you full context, autonomy, and trust to drive outcomes.
• Competitive salary, equity package, and additional perks.
• Work with exceptional peers in a high-energy, low-bureaucracy environment.
• Shape a company that’s scaling rapidly, backed by Tier 1 investors and visionary customers.
• Salary range: 220k-250k (based on experience).
• Employee Stock options grant.
• Unlimited PTO.
• 401k.
• Health Benefits.