Solution Architect - TOLA/West

We are 48% of breaches now come through vendors. Yet most companies still manage vendor risk through certifications and questionnaires, essentially trusting what vendors say about their security. Lema changes that. We analyze every vendor like a vulnerability researcher would: how could an attacker use this vendor to get in, and what could they reach? We’re turning vendor risk from a paperwork exercise into a true security discipline. Backed by Team8, Salesforce Ventures, and F2, and already trusted by leading enterprises, Lema is entering hypergrowth and tripling our team to build a category-defining platform. We move fast, with radical ownership, transparency, and high impact. More about Lema: Lema.ai website Business Insider - Cybersecurity startup Lema has come out of stealth to raise $24 million Team8 - Why We Invested In Lema The Sales Engineer plays a critical role in shaping how customers understand, evaluate, and adopt Lema’s platform. This role sits at the intersection of customer discovery, technical storytelling, and solution design—translating complex third-party risk challenges into clear, differentiated value. You will partner closely with Sales, Product, and Engineering to lead high-impact customer engagements. This role focuses on understanding customer risk, compliance, and operational priorities, and translating them into a clear, compelling vision of how Lema transforms third-party risk management. As a pivotal member of the go-to-market team, you will influence deal strategy, guide proof-of-concept decisions, and establish technical credibility with security, risk, and compliance stakeholders. You will lead customer discovery and technical storytelling, designing high-impact demos and solution narratives that directly align to customer outcomes. Beyond individual opportunities, you will help shape how Sales Engineering operates at Lema—contributing to presales best practices, demo strategy, and feedback loops into Product and Engineering. This role is ideal for an experienced Sales Engineer who values autonomy, thrives in high-growth environments, and wants direct influence over how a category-defining platform reshapes the market.