Founding Sales Engineer

Scout Global is a high-growth cybersecurity startup seeking a Founding Sales Engineer to play a critical role in customer engagement with their security platform. The role involves guiding customers through technical discovery and demonstrations while supporting complex buying journeys in cloud and application security environments.

Responsibilities:

• Run deep technical discovery: customer environment, workflows, tooling, constraints, success criteria
• Design and deliver tailored demos aligned to the customer’s problem and technical reality
• Lead workshops (security + engineering) to validate fit and map value to customer process
• Drive Technical Close outcomes and document them cleanly (customer confirms “technically approved / no blockers” OR POC success criteria met OR feasibility validated)
• Define POC plan, scope, and measurable success criteria
• Coordinate with customer stakeholders (security, platform, dev leads) to unblock access and integrations
• Turn POCs into proof, not experiments: crisp outcomes, quantified value, clean story for the AE to close
• Handle architecture, integration, and deployment conversations with confidence
• Address security posture questions (data handling, deployment models, access patterns, compliance context) with clarity and honesty
• Translate differentiators into customer language: prioritization, reachability/context, ownership, operational workflow impact
• Keep CRM hygiene tight: next steps, risks, decision-makers, technical close artifacts
• Build reusable demo assets, reference architectures, and POC templates
• Feed product reality back to engineering: friction points, missing integrations, messaging that resonates

Requirements:

• Experience in a sales engineering role or similar technical position
• Strong understanding of cloud and application security solutions
• Ability to run deep technical discovery and design tailored demos
• Experience leading workshops with security and engineering teams
• Proven track record of driving technical close outcomes
• Experience defining POC plans, scopes, and measurable success criteria
• Ability to coordinate with customer stakeholders effectively
• Strong communication skills to handle architecture and deployment conversations
• Ability to address security posture questions clearly and honestly
• Experience translating technical differentiators into customer language
• Strong organizational skills to maintain CRM hygiene
• Ability to build reusable demo assets and reference architectures
• Experience providing feedback to engineering on product reality
• Experience in the cybersecurity industry
• Familiarity with various security compliance standards
• Experience working with mid-market and enterprise customers
• Strong technical storytelling skills
• Experience in a high-growth startup environment