Solution Architect

Description We are Lema.AI is a well-funded, emerging cybersecurity startup based in New York and Tel Aviv, building the first risk engineering platform, turning TPRM analysts from checkbox compliance analysts into risk engineers that save the business. Backed by Team8, Salesforce and F2, and led by proven founders, Lema is redefining how enterprises understand and secure their vendor ecosystem. Lema is already revenue-generating with dozens of enterprise customers including fortune 500 companies. 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 About the TPRM market: McKinsey - nearly one-third of recent cyber breaches originated from third parties Hitch Partners - Third-party risk dominates security priorities, with AI-enhanced attacks and cloud misconfigurations completing the top three concerns. About the Role 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. What You’ll Do Lead customer discovery and technical engagement, shaping how prospects evaluate Lema by aligning platform capabilities to real business, risk, and operational outcomes Design and deliver high-impact product demonstrations that reflect customer priorities, industry context, and executive-level decision criteria—not just features Translate Lema’s technical architecture and workflows into clear, defensible business value and ROI for security, risk, compliance, and procurement stakeholders Synthesize customer insights and requirements to define future-state operating models with Lema, guiding technical validation and proof-of-concept strategy Own the creation and evolution of customer-specific solution narratives and future-state materials that show how Lema integrates into existing processes and systems Influence deal strategy by partnering closely with Sales to support complex evaluations, technical objections, and buying-committee alignment Act as a technical voice of the customer, providing structured feedback to Product and Engineering to help shape roadmap priorities and market positioning Contribute to building scalable presales practices as Lema grows, helping define how Sales Engineering operates in a high-growth, early-stage environment Requirements Requirements 5+ years of proven experience as a Sales Engineer, Solutions Engineer, or Technical Presales professional supporting cybersecurity solutions Strong ability to lead discovery with senior technical and business stakeholders, translating ambiguous requirements into clear solution strategies Experience positioning technical platforms in terms of business value, risk reduction, operational efficiency, and ROI—particularly for enterprise or regulated customers Demonstrated success designing and delivering executive-level product demonstrations, solution narratives, and proof-of-concept engagements Strong technical aptitude, with the ability to understand system architectures, workflows, integrations, and data flows without needing to be a hands-on engineer Experience collaborating cross-functionally with Product, Engineering, Sales, and Customer Success to influence deal strategy and product direction Ability to synthesize customer feedback into structured insights that inform roadmap prioritization and go-to-market positioning Excellent written and verbal communication skills, including the ability to present complex concepts clearly to both technical and non-technical audiences High degree of ownership, accountability, and comfort making decisions in fast-moving, high-context environments Nice-to-have Experience with Third-Party Risk Management (TPRM), GRC, cybersecurity, compliance, or risk-focused platforms Experience selling solutions with Agentic AI capabilities and translating Technical Skills and Certifications Foundational knowledge of cybersecurity principles, including risk assessment, threat modeling, controls, and monitoring Familiarity with third-party risk management concepts, including vendor onboarding, assessments, evidence collection, scoring, and remediation workflows Working knowledge of common security and compliance frameworks such as ISO 27001, SOC 2, NIST, and related risk control structures Understanding of data protection and privacy concepts relevant to enterprise customers Security Certifications: CISSP, Security + Why Join Lema AI Impact: Build a category-defining platform that safeguards how modern businesses operate. Ownership: Join a culture that gives you full context, autonomy, and trust to drive outcomes. Compensation & Benefits: Competitive salary, equity package, and additional perks Velocity: Work with exceptional peers in a high-energy, low-bureaucracy environment. Growth: Shape a company that’s scaling rapidly, backed by Tier 1 investors and visionary customers. Compensation & Benefits: Salary range: 220k-250k (based on experience) Employee Stock options grant Unlimited PTO 401k Health Benefits