Founding Sales Engineer

Summary

Tracebit is a cybersecurity company that helps security teams detect intrusions in critical environments using canaries, or decoy assets designed to deceive attackers. The Founding Sales Engineer will establish the technical foundation for customer growth by running discovery calls and demos, designing Proof-of-Values, supporting sales cycles, creating technical collateral, and feeding customer insights to product and engineering teams.

Responsibilities

• Run discovery calls and product demos. Partner with sales to understand prospect requirements and deliver tailored demos that showcase how Tracebit solves their specific challenges. Adjust your approach based on whether you're talking to a CISO or a security engineer
• Design and execute PoVs. Scope Proof-of-Values that demonstrate clear alignment within prospect environments. Guide customers through setup, monitor progress, and ensure successful outcomes and technical wins
• Build technical sales collateral. Input on demo scripts, technical one-pagers, architecture diagrams, and FAQ documents that help prospects understand our platform. Make it easy for AEs to have informed technical conversations
• Provide technical guidance throughout the sales cycle. Address questions about security, compliance, and integrations. Work with engineering when deeper expertise is needed. You will be a Tracebit SME
• Feed product insights back to the team. Bring customer feedback, feature requests, and competitive intelligence to product discussions. Help shape what we build based on market needs
• Represent Tracebit at events. Attend key cybersecurity conferences to run technical demos, answer questions, and build relationships with prospects

Skills

• You have strong technical sales experience
• You've spent 3-5 years in a customer-facing technical role at a B2B SaaS company, ideally in cybersecurity or developer tooling
• You don't need to code, but you understand and have experience in areas such as cloud infrastructure or DevOps and can explain technical concepts clearly to both engineers and executives
• You learn technical concepts quickly
• You can rapidly grasp new technical concepts and translate them into clear value propositions
• You're comfortable diving into technical documentation and asking smart questions to fill knowledge gaps
• You work well with GTM teams
• You understand the sales process and know when to lead technical discussions versus when to support account executives
• You can identify technical blockers and work collaboratively to overcome them
• You're comfortable in startup environments
• You've experienced the pace of an early-stage company and this pace excites you
• You can handle ambiguity, build processes from scratch, and adapt quickly as priorities shift
• This role can be based either in our New York office or fully remote in the US
• To best support our teams in NY and London, remote locations should be in Eastern or Central US timezones
• If you're based in New York, you'll work from our office
• If you're remote, we expect you to come to the office at least quarterly to collaborate with the team in person
• You must have the right to work in the US

Qualifications

Must Haves

• You have strong technical sales experience
• You've spent 3-5 years in a customer-facing technical role at a B2B SaaS company, ideally in cybersecurity or developer tooling
• You don't need to code, but you understand and have experience in areas such as cloud infrastructure or DevOps and can explain technical concepts clearly to both engineers and executives
• You learn technical concepts quickly
• You can rapidly grasp new technical concepts and translate them into clear value propositions
• You're comfortable diving into technical documentation and asking smart questions to fill knowledge gaps
• You work well with GTM teams
• You understand the sales process and know when to lead technical discussions versus when to support account executives
• You can identify technical blockers and work collaboratively to overcome them
• You're comfortable in startup environments
• You've experienced the pace of an early-stage company and this pace excites you
• You can handle ambiguity, build processes from scratch, and adapt quickly as priorities shift
• This role can be based either in our New York office or fully remote in the US
• To best support our teams in NY and London, remote locations should be in Eastern or Central US timezones
• If you're based in New York, you'll work from our office
• If you're remote, we expect you to come to the office at least quarterly to collaborate with the team in person
• You must have the right to work in the US

Benefits

• This role can be based either in our New York office or fully remote in the US.
• If you're remote, we expect you to come to the office at least quarterly to collaborate with the team in person.
• We're keen to limit work outside 9am-6pm where we can but also offer flexibility in return.