5+ years of experience as a Sales Engineer or Solutions Architect in enterprise cybersecurity
Hands-on experience in application security or offensive security
Exceptional customer-facing and consultative selling skills
Ability to quickly learn complex security products and workflows
Strong critical thinking and problem-solving skills
Experience with cloud environments like AWS, Azure, or GCP
Willingness to travel up to 30% of the time
Based in Pacific, Mountain, or Central time zones
Responsibilities
Build and maintain trusted relationships with key partners and customers
Design tailored technical solutions aligned with customer objectives
Collaborate with Account Executives to lead technical discovery and qualify opportunities
Deliver impactful product demonstrations that connect Terra's capabilities to customer needs
Manage and execute Proof of Value exercises, including technical setup and evaluations
Adapt technical explanations for various stakeholders, ensuring clarity and honesty
Investigate technical issues during evaluations and distinguish findings from failures
Provide actionable feedback to product and engineering teams based on customer insights
Enhance team discovery approaches and technical evaluation practices
Represent Terra Security at industry conferences and engage with the community
Benefits
Opportunity to work in an early-stage, dynamic environment
Collaborative culture with cross-functional teams
Chance to shape product strategy based on customer feedback
Exposure to cutting-edge security technologies
Professional development opportunities through industry engagement
Full Job Description
Description
Who you are:
Terra is seeking a high-agency Sales Engineer with hands-on experience in application security and offensive security to guide prospective customers through evaluating agentic penetration testing. In this early-stage role, you will thrive in ambiguous environments by creating structure, taking ownership of complex technical challenges, and working closely across sales, product, and engineering teams to drive successful customer evaluations and shape our product strategy.
Responsibilities
Build and maintain long-term, trusted relationships with key partners and prospective customers.
Design tailored technical solutions that directly align with customers' strategic business, technical, and financial objectives.
Partner with Account Executives to lead technical discovery, qualify opportunities, and scope customer evaluations around clear objectives and success criteria. Prioritize competing opportunities, surface product gaps, and recommend narrowing scope or qualifying out when appropriate, while maintaining honest customer expectations.
Deliver compelling, high-impact product demonstrations that highlight the core value of Terra Security's platform by connecting Terra's capabilities to the customer's Application Security/Offensive Security needs and business outcomes.
Manage and execute Proof of Value (POV) exercises, including hands-on technical setup, running evaluations, and triaging agentic penetration testing findings.
Adapt technical depth for security practitioners, security and IT leaders, and business stakeholders; explain findings, limitations, uncertainty, and next steps clearly and honestly.
Investigate technical issues during customer evaluations using execution data, logs, and appropriate tools. Distinguish application security findings from platform or workflow failures, and explain the evidence, customer impact, uncertainty, and next steps.
Turn customer issues and product gaps into actionable feedback for product and engineering, including relevant evidence, likely failure mechanisms, and prioritized fixes or mitigations.
Help build and improve the team's discovery approaches, demo narratives, technical evaluation practices, and knowledge resources, using lessons from customer work and feedback from peers.
Represent Terra Security at industry security conferences, presenting technical capabilities and engaging with the community.
Requirements
Requirements
Based in Pacific, Mountain, or Central time zones
Willingness to travel up to 30% (roughly once every 3-4 weeks)
5+ years of proven experience as a Sales Engineer / Solutions Architect selling enterprise cybersecurity products.
Meaningful hands-on application security (appsec) or offensive security (offsec) experience, or substantive experience in an appsec/offsec product or service category such as offensive security, penetration testing, vulnerability management, DAST, SAST, bug bounty, or ASPM.
Exceptional customer-facing skills with a track record in consultative, solution-oriented selling.
Quick learner capable of rapidly mastering complex security products, workflows, and buyer motivations to help accelerate deal cycles.
Demonstrated ability to create structure, unblock yourself, and deliver outcomes in an early-stage environment with incomplete information, changing priorities, and an evolving SE playbook.
Strong critical thinking: state assumptions, test hypotheses, weigh tradeoffs, and revise your approach as evidence or feedback changes.
High degree of accountability and strong personal ownership over targets and performance metrics.
Experience with cloud environments such as AWS, Azure, or GCP.
