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
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
Ideal candidate located in one of the major metro areas in Texas OR California, Denver, Phoenix, Las Vegas or Seattle.
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

Work arrangement
Yes