Sales Engineer
Fig Security · United States
Computer and Network Security · 11-50 employees
About the role
You will own the technical sales motion, including leading discovery, product demonstrations, and proof-of-concept engagements. Additionally, you will bridge the gap between customer feedback and the product roadmap while supporting RFPs and security reviews.
What they look for
Requirements
The role requires hands-on experience in security operations or detection engineering and a proven track record in pre-sales for technical B2B SaaS companies. Candidates must demonstrate strong communication skills and the ability to build technical sales processes from scratch in an early-stage environment.
Full description
What you’ll own
As Fig's first Sales Engineer, you will own the technical layer of every deal - from first demo to signed contract. You will work alongside the sales team to help highly technical buyers (SOC leaders, detection engineers, and security operations teams) understand why Fig works, how it fits into their environment, and why now is the right time to act. You will build the technical sales motion from scratch, including demo environments, proof-of-concept frameworks, and the repeatable patterns that will underpin how Fig wins deals as we scale.
What you’ll be doing
- Own the technical sale: Lead technical discovery, product demonstrations, and proof-of-concept engagements end-to-end, working closely with AEs to move deals from qualified to closed.
- Build the demo foundation: Create and maintain demo environments, technical narratives, and scenario libraries that reflect real SOC use cases and help buyers see themselves in the product.
- Run POCs that win: Design and manage proof-of-concept engagements that are scoped to succeed - clear success criteria, short timelines, and outcomes that translate into business value for the buyer.
- Bridge product and GTM: Bring structured feedback from customer conversations into product and engineering, ensuring the roadmap reflects what security teams actually need.
- Translate for the room: Adapt technical depth to the audience - from hands-on detection engineers who want to go deep, to security leaders who need to understand urgency and ROI.
- Partner technical support: Work with technology partners and integration vendors to validate joint use cases, support co-sell motions, and ensure Fig integrates credibly into the security stacks partners already sell.
- Support RFPs and security reviews: Own technical responses to RFPs, security questionnaires, and vendor assessments without slowing the sales cycle down.
- Shape the SE playbook: Document what works - objection handling, technical positioning, competitive angles - so the function scales beyond just you.
Requirements
What you'll need
- SecOps depth: Hands-on experience in security operations, detection engineering, SOC, or a closely related domain - you understand how security teams actually work.
- Pre-sales experience: Proven track record as a Sales Engineer or Solutions Engineer at a technical B2B SaaS company, ideally in cybersecurity or security infrastructure.
- Technical range: Comfortable working with SIEM, EDR/XDR, SOAR, or detection tooling, and able to have credible conversations with both practitioners and buyers.
- POC ownership: Experience scoping, running, and closing proof-of-concept engagements with complex, technical buyers.
- Clear communicator: Able to explain technical concepts without losing the room - whether in a live demo, a written RFP response, or a Slack thread with an engineer.
- Partner experience: Familiarity working with technology partners, integration ecosystems, or co-sell environments is a plus.
- Startup readiness: Comfortable operating where the playbook doesn't exist yet - you build structure as you go and don't need a large team behind you to execute well.
- 0-to-1 instinct: Experience at an early-stage company, or clear evidence that you've built something from scratch rather than optimized an existing motion.
Why You’ll Love Working Here
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