About the Role

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. You will lead customer discovery and technical storytelling, designing high-impact demos and solution narratives that directly align to customer outcomes.

Beyond individual opportunities, you will 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.

What You'll Do

• Lead customer discovery and technical engagement, shaping how prospects evaluate Lema by aligning platform capabilities to real business, risk, and operational outcomes
• Design and deliver high-impact product demonstrations that reflect customer priorities, industry context, and executive-level decision criteria-not just features
• Translate Lema's technical architecture and workflows into clear, defensible business value and ROI for security, risk, compliance, and procurement stakeholders
• Synthesize customer insights and requirements to define future-state operating models with Lema, guiding technical validation and proof-of-concept strategy
• Own the creation and evolution of customer-specific solution narratives and future-state materials that show how Lema integrates into existing processes and systems
• Influence deal strategy by partnering closely with Sales to support complex evaluations, technical objections, and buying-committee alignment
• Act as a technical voice of the customer, providing structured feedback to Product and Engineering to help shape roadmap priorities and market positioning
• Contribute to building scalable presales practices as Lema grows, helping define how Sales Engineering operates in a high-growth, early-stage environment

Requirements

Requirements

• 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.

Nice-to-have

• Experience with Third-Party Risk Management (TPRM), GRC, cybersecurity, compliance, or risk-focused platforms
• Experience selling solutions with Agentic AI capabilities and translating

Technical Skills and Certifications

• 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 +

Compensation & Benefits:

• Salary range: 220k-250k (based on experience)
• Employee Stock options grant
• Unlimited PTO
• 401k
• Health Benefits