Sales Engineer, SMB

About Us

The company helps devs and security teams ship faster by cutting out security busywork. Thousands of orgs use the company to safely find, audit, and manage open source code. Our customers - from Anthropic to xAI, and Figma to Vercel - love the company (just check out their tweets [link for members] to see for yourself!)

Founded by Feross Aboukhadijeh [link for members] a long-time open source maintainer with software downloaded over a billion times a month, the company has raised $ [link for members] in funding [link for members] from top angels, operators, and security leaders.

The company is looking for a Sales Engineer to support our SMB Clients. In this role you will be at the nexus between our customers and our engineering, product, and design teams. You'll work cross-functionally in order to provide technical education, guidance, and support in a pre-sales capacity.

What You’ll Do

• Lead discussions and product demonstrations to showcase capabilities; address customer challenges, respond to questions, and handle objections.

• Craft technical content to guide customers in implementing specific use cases or extending our solution.

• Collaborate with account teams to understand customer requirements and translate them to the company capabilities, emphasizing business value.

• Support Proof of Concepts (POCs) that align with customer requirements; provide technical expertise, troubleshooting, and guidance throughout the evaluation process.

• Provide guidance on integrating solutions into the customer's existing infrastructure.

• Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing, and Sales.

• Collaborate with Customer Success to drive post-sales revenue, ensure retention, and contribute to growth.

• Execute cross-functional projects involving teams such as Engineering, Sales, and Marketing.

• Ability to travel up to 25% for customer meetings, onsite engagements, and industry events.

What You'll Bring

• Prior technical experience in roles like Software Development, TAM, Solutions Architect, Product Support, etc

• Hands-on experience working in customer facing roles.

• Ability to multitask and efficiently handle multiple competing priorities, delegating when necessary while being highly organized, detail oriented, and demonstrating excellent time management skills.

• Empathetic mindset for the customer and a commitment to delving deep into the challenges they present or experience.

• Ability to work cross-functionally and contribute directly to Sales, Product and Engineering teams.

• Ability and desire to learn new tools and technologies.

• Familiarity with web APIs, SDKs, and other technical frameworks is a plus.

• Must be able to read/write basic scripts in languages Python, JS, or Golang.

• Knowledge of common source control managers such as gitlab or bitbucket.

Nice to Haves

• CS degree or equivalent industry experience.

• Experience with open source, vulnerability management / SCA

• Hands on experience working with medium to large customers up to 1000 employees.

• Relevant security domain experience and familiarity with vulnerability management SCA tools.

• Experience with AI and Large Language Models (LLM)

Our Interview Process

• Phone Screen with our Talent Team

• Virtual f2f with the Hiring Manager

• Virtual f2f with a few members of the team

• Presentation

• Call with our VP of Customer Engineering

• Final call with our Founder

• References

• Offer

Hiring is a big decision on both sides. Read more about our Hiring Philosophy [link for members] how we approach the process at the company.

Benefits: Our benefits are crafted to support you and your family, so you can take care of what matters most and thrive in and outside of work. We offer:

• Market competitive salary bands

• Meaningful equity program

• Comprehensive health benefits for you and your family (99% coverage)

• Flexible time-off, holidays, and winter shutdown to rest & recharge

• Paid parental leave

• Remote-first, with quarterly team off-sites

At the company, we

• Pursue Excellence: We set ourselves apart by consistently delivering work of exceptional quality and distinction.

• Move with urgency and focus: We prioritize swift, decisive action.

• Think rigorously: We care about being right and it often takes reasoning from first principles to get there. We value alternative perspectives and have constructive discussions.

• Trust and amplify: We overtrust, always assume good intent, and give specific feedback to help each other improve.

• Feel a strong sense of ownership: We wear many hats and feel a strong sense of overall ownership of the company and we're non-territorial regarding our nominal domains.

• Are customer obsessed: We relentlessly prioritize the needs of our customers, striving to exceed their expectations and delight them at every interaction.