Summary of the Role
As a Security Consultant, you'll be the crucial bridge between our advanced vulnerability management technology and enterprise customers, driving both revenue growth and customer success. Working across the full customer lifecycle with a 70% focus on pre-sales activities and 30% on implementation, you'll bring deep security expertise and consultative guidance to help organizations transform their security posture.
This is a unique opportunity to join a well-funded startup building at the intersection of generative AI and security, while making the transition from in-house security work to the vendor side. You'll take the lead on technical consultation and customer enablement, working directly with enterprise CISOs and security teams to demonstrate tangible business value through our AI-powered platform.
It's the perfect role for an experienced security professional ready to leverage their in-house expertise in a high-growth vendor environment, with clear success metrics and significant impact on both customer outcomes and company growth.
Your Contribution
Pre-Sales Excellence (70%)
Technical Consultation: Serve as the trusted security advisor during sales cycles, leveraging your in-house experience to connect with prospects' real-world challenges and demonstrate deep vulnerability management expertise
Solution Design: Work with enterprise prospects to understand their security architecture and design tailored solutions using our AI-powered platform that address their specific pain points
Compelling Demonstrations: Deliver technical product demonstrations that showcase clear value propositions, achieving our target 50% POC-to-paid conversion rate
POC Leadership: Design, implement, and manage proof-of-concept engagements that demonstrate measurable security improvements and clear ROI
Sales Enablement: Support the sales team with technical insights, competitive positioning, and deep security domain expertise
Implementation & Customer Success (30%)
Accelerated Onboarding: Lead technical onboarding for new customers, ensuring rapid time-to-value by leveraging your understanding of enterprise security operations
Strategic Advisory: Provide consultative guidance on customers' broader vulnerability management programs, drawing from your in-house security experience
Customer Retention: Drive long-term customer success through proactive engagement, technical guidance, and optimization recommendations that improve security outcomes
Success Planning: Develop clear implementation roadmaps with measurable milestones that demonstrate ongoing value
Product Feedback: Serve as the voice of the customer to our product and engineering teams, translating real-world security needs into feature requirements
What You Need to Be Successful
In-House Security Experience: 5+ years in enterprise security roles with substantial hands-on experience in vulnerability management, security operations, or risk management within large organizations
Vulnerability Management Expertise: Deep understanding of vulnerability management tools, processes, and best practices gained through direct operational experience
Enterprise Context: Experience working with security frameworks (NIST, ISO 27001), compliance requirements, and enterprise security architectures
Technical Communication: Exceptional ability to explain complex security concepts to diverse audiences, from security analysts to CISOs and executive leadership
Consultative Approach: Natural ability to understand customer challenges and translate technical capabilities into business value
Relationship Building: Proven track record of building trust-based relationships with enterprise stakeholders and technical teams
Results Orientation: Experience driving measurable security improvements with clear accountability for outcomes
Adaptability: Comfort working in a fast-paced startup environment while maintaining the professionalism expected in enterprise sales cycles
Nice to Haves
Security Certifications: CISSP, CISM, or other relevant security certifications
Vendor Transition Readiness: Clear motivation for moving from in-house security work to the vendor side
AI/ML Security Experience: Understanding of how AI and machine learning apply to cybersecurity challenges
Enterprise Tool Experience: Hands-on experience with major vulnerability management platforms (Qualys, Rapid7, Tenable, etc.)
Customer-Facing Experience: Previous experience in customer-facing technical roles, training, or internal consulting
Why Join Us
Make the Vendor Transition: This is your opportunity to leverage years of in-house security experience in a high-growth vendor environment, with the support and structure to succeed in your first vendor-side role.
Ambitious Challenge: We're using generative AI (LLMs and agents) to solve some of the most pressing challenges in vulnerability management today. You'll work at the cutting edge of AI-powered security, delivering major breakthroughs for enterprise security teams.
Enterprise Impact: Work directly with Fortune 500 CISOs and security leaders, helping them solve the exact challenges you've faced in-house while driving real security improvements across organizations.
Expert Team: We are a team of hands-on leaders with experience in Big Tech and Scale-ups. Our team has been part of the leadership teams behind multiple acquisitions and an IPO.
Clear Success Metrics: Transparent goals around POC conversion rates, customer time-to-value, and retention that directly tie your expertise to business outcomes and personal success.
Growth Trajectory: As we expand, you'll have opportunities to build and lead a team of Security Solutions Architects, while maintaining your technical edge in the rapidly evolving AI security landscape.
