Location: Remote, US (HQ San Jose)
Job Type: Full-time
We need a Solutions Architect who can carry the Axiad Mesh story into the field and make it real. This role goes well beyond traditional sales engineering - you are the technical face of Mesh in the market. You sit across the table from CISOs and identity architects, connect Mesh's capabilities to the identity risk outcomes they're accountable for, and turn that conversation into action. You run live demos, configure environments, architect proof-of-value engagements, and do the technical heavy lifting that moves deals forward.
You will operate at the intersection of sales, product, and the market - shaping how customers experience Mesh, feeding real-world signal back to product and engineering, and influencing the GTM motion from the field. This is a high-impact, high-visibility role with a direct line to executive leadership and a clear path to grow with the business.
Role Responsibilities- Own the Mesh technical narrative in the field. Translate IVIP positioning, FAIR/ALE risk quantification, and closed-loop remediation into compelling, customer-specific stories that move deals from discovery through close.
- Serve as a strategic technical advisor to prospects and customers - map identity exposure to business risk and prescribe Mesh as the path from "you are exposed" to "this is fixed."
- Design and deliver proof-of-value engagements end-to-end: run live product demos, configure customer environments, and execute the technical heavy lifting that compresses time-to-value - measurable outcomes in days, not weeks.
- Serve as the primary technical resource on every qualified deal - own demos, technical discovery, objection handling, and solution design alongside the sales team. Shape deal strategy, identify expansion opportunities, and influence procurement through technical authority.
- Represent Axiad at industry events, conferences, webinars, and customer advisory sessions as a subject matter expert - credible in the weeds and commanding on stage.
- Act as the voice of the customer internally. Feed field intelligence directly back to product management and engineering to shape the roadmap.
- Develop sales enablement assets: competitive battlecards, reference architectures, demo environments, and technical differentiation narratives for live deal situations.
What We're Looking For- Technical authority: Deep fluency across identity and access management - PKI, CBA, FIDO/passkeys, MFA, and identity infrastructure. You hold your own with identity architects and engineers in the weeds. Experience in IAM, PAM, ITDR, or adjacent cybersecurity spaces strongly preferred.
- Field presence: Equally effective in a 1:1 whiteboard session and a 500-person keynote. You write clearly, present compellingly, and command the room.
- Practitioner mindset: You design and deliver PoV engagements that directly influence deal outcomes. Hands-on, not hand-wavy - you build your own demos, configure environments, and carry the technical execution.
- AI-forward: You leverage AI tools for demo automation, competitive research, technical content creation, and field enablement. You understand how the AI shift changes the identity landscape and use it as a force multiplier.
- Revenue-aware: You think beyond the current deal to adoption, expansion, and referenceable outcomes. You naturally operate at the intersection of sales, product, and customer success.
- High agency: Speed-oriented, comfortable with ambiguity. You move without waiting, iterate fast, and fix forward. You're energized by a small team and startup pace, not cautious about it.
Qualifications- 8+ years in solutions architecture, sales engineering, or technical pre-sales in B2B cybersecurity or identity security.
- Strong understanding of risk quantification frameworks (FAIR/ALE preferred) and the ability to translate technical exposure into business-risk language for executive audiences.
- Proven ability to lead complex proof-of-value and proof-of-concept engagements that directly influenced deal outcomes.
- Experience with cloud platforms (AWS, Azure, GCP) and modern identity infrastructure.
- Familiarity with security protocols, cryptographic principles, and networking fundamentals.
- Bachelor's degree in Computer Science, Information Technology, Cybersecurity, or related field. Relevant certifications (CISSP, CISM, CKA, AWS Solutions Architect) are a plus.
- Willingness to travel up to 50% for customer engagements, events, and field activity.
Why This RoleA real platform with structural differentiation, a CRO partner who values technical authority in the field, executive visibility from day one, and the rare chance to be the voice that makes a new category credible to the buyers who matter most.
$200,000/year to $250,000 OTE + bonus + equity
