Solutions Engineer

Material Security is hiring a Solutions Engineer to support SMB prospects. This is a customer-facing security role. You will run technical discovery, tailored demos, evaluations, and help buyers understand how Material fits their environment and why it matters. Most of the role is pre-sales work. A smaller but real part of the role is internal leverage work. We want someone who notices GTM friction, builds practical fixes, and leaves the team with better systems than they found. RESPONSIBILITIES EXTERNAL RESPONSIBILITIES - Lead technical discovery calls that surface real pain, current environment, buying criteria, and blockers. - Run product demos that connect features to customer risk, workflow, and business impact. - Own or support evaluations and proof-of-value work with clear success criteria. - Handle objections with clarity and good judgment. - Partner with AEs, product, engineering, design, marketing, and customer success throughout the sales cycle. - Turn field feedback into clear product, positioning, and enablement input. INTERNAL RESPONSIBILITIES - Spot GTM process issues that waste time, hide signal, or create unnecessary manual work. - Build lightweight automations, workflows, scripts, or internal tools that help the team move faster. - Improve systems across CRM, outbound tooling, demo and POC setup, Google Workspace, and adjacent GTM workflows. - Turn repeated SE work into reusable assets, templates, and operating guides. - Document what you build so other people can use it and improve it. - Use good judgment about what should be a quick fix, what should become a team standard, and what should stay manual. WHAT WE'RE LOOKING FOR - Experience in a customer-facing security role such as Solutions Engineer, Sales Engineer, Solutions Architect, or Security Consultant. - Hands-on experience with cybersecurity products and real environments, especially Google Workspace or Microsoft 365. - Strong discovery, demo, and evaluation skills. - Clear communication with both technical admins and non-technical stakeholders. - Comfort using APIs, scripts, spreadsheets, no-code tools, or AI-assisted workflows to remove manual work. - A track record of building something useful for teammates, customers, or internal operators. - Good instincts on scope. You know when to ship the fast version and when to slow down. - Curiosity, low ego, and a willingness to say, "I don't know yet, but I'll figure it out." - Genuine interest in email security, cloud security, and how modern teams actually buy and run these tools. NICE TO HAVE - Experience using AI assisted Software Development tools - Experience supporting SMB or MSP buyers. - Experience with email security, post-breach response, or adjacent security categories. - Experience creating reusable demo environments, eval tooling, or internal workflow automation. - Experience working in an early-stage or fast-moving startup environment. -- Material Security is a remote-first workplace with an office in San Francisco, California. By clicking "Apply for this Job", you acknowledge that you have read the California Candidate Privacy Notice Regarding Use of Personal Information https://material.security/ccpa and hereby agree to its terms. Compensation at Material Security is determined by a range of factors, including but not limited to the individual’s particular combination of knowledge, skills, competencies, and experience. The projected pay range for this position is $175,000 - $200,000 annual OTE, 80/20 split. The projected pay range is just one component of Material Security’s total compensation package for employees. Equal Opportunity Employer Statement Material Security is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, marital status, veteran sta