Principal Sales Engineer, Operant AI
+ Stock options
More information about location
Security visibility & runtime controls
Job no longer available
Security visibility & runtime controls
21-100 employees
Job no longer available
+ Stock options
More information about location
21-100 employees
Company mission
Operant AI's mission is to secure the modern world.
Role
Who you are
- Experience in delivering compelling demonstrations of cloud solutions and products is essential, with deep knowledge of Kubernetes and AI security challenges highly desirable
- 6+ years of experience in a similar role
- Experience selling to or working in cloud-native or hybrid environments at Fortune 1000 companies, cybersecurity experience a major plus
- Significant knowledge of Kubernetes and cloud security with the ability to speak articulately and correctly with knowledgeable people about the problem space and Operant’s differentiated solution
- Comfort with and passion for customer interactions and relationship building
- Experience performing demos in front of both technical and business focused prospects
- Familiarity with Go and Kubectl to adapt customer facing applications and code
- Impeccable written communication skills
- Experience working in a fast-paced startup environment
- Proactive and creative in anticipating potential challenges and offering solutions with quick response times and exceptional social and professional judgment in all customer interactions
- Open, curious and receptive to new ideas and ways of doing things
- Willing to mentor new members of the team as the company grows
- Ability to travel domestically and internationally from time to time
- Bachelor's degree in Engineering, Computer Science, or a comparable field is preferred
- This position will require you to be available during core PST business hours (9am-5pm) and to adjust schedules occasionally based on customer and business needs including business travel, client meeting/call schedules, and team off-sites
What the job involves
- Operant is seeking a principal sales engineer to join our GTM team
- The ideal candidate is a savvy expert in cloud-native technologies, including Kubernetes and APIs, who enjoys digging deep into technical detail to understand customer needs and how Operant’s unique approach can help them secure their entire Kubernetes application stack from infra to APIs, including their AI applications and all of their data in use
- The principal sales engineer should feel comfortable discussing cloud-native security with key technical members of customer teams, including CISOs, Directors of AppSec and CloudSec, VPs of Eng, security engineers and SREs
- The Sales Engineer should be aware of the cybersecurity competitive landscape (both incumbents and rising startups) and should be passionate about understanding use cases, helping customers succeed both pre and post sale, and partnering with Operant’s engineering team to share customer feedback and feature requests
- Understand customer needs and translate those needs into POC and onboarding plans that demonstrate Operant’s value quickly and with minimal friction
- Own POC success - drive its execution and customer engagement during POC period
- Create custom demos highlighting capabilities as they relate to customer’s priority use cases
- Perform product demos live in the field or via video conference, telling a cohesive story and highlighting use cases and features that demonstrate Operant’s competitive edge and super fast time to value
- Provide pre-sales support to customers in deploying, configuring and onboarding with Operant, anticipating any technical objections or potential barriers and proactively addressing them
- Provide post-sales support to top customers to expand usage to new users and use cases that provide value to the customer while building long term relationships with key stakeholders
- Work with engineering to build and support customer POC/POV solutions when necessary
- Contribute to relevant content that supports the sales process, including documentation, blog posts, and sales enablement assets
- Attend conferences and client meetings, serving as a product and brand representative, performing live demos, engaging with prospects, and facilitating implementations within customer environments
- Write external facing documentation describing product onboarding, key workflows, and APIs
- Present talks and conduct workshops and activities such as Capture-the-flag exercises for security engineers and practitioners at meetups and conferences
Our take
Operant AI is focused on making cloud applications more secure. It offers a platform that protects applications while they're running, instead of just checking for security issues before deployment. This means it can defend against attacks in real-time.
This solution is particularly useful for businesses using modern cloud-native technologies like containers, APIs and microservices. Operant AI can be integrated throughout the development process, making it easier for companies to protect their apps without changing how they build them.
With substantial funding secured, the company is growing its team and expanding its product suite, positioning it to become a key player in the fast-growing market for cloud application security. A recent focus of the company has been on producing security to protect the ever-growing number of AI agents that are used in enterprise apps, APIs and data stores.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2024
$10m
SERIES A
Apr 2023
$3m
SEED
Total funding: $13m
Company benefits
- Remote-first
- Generous PTO
- Great Culture
- Amazing Benefits
- Career Growth
- Life Long Learning
Company HQ
SoMa, San Francisco, CA
Leadership
Vrajesh B.
(CEO & Co-founder)Previously worked at Scaled Inference as a Director of Business Development and Director of Product. Prior to that, they worked at Arm in multiple Senior roles and also have experience in Engineering roles at Qualcomm and Apple.
Priyanka Tembey
(CTO & Co-founder)Experienced as a Staff Engineer at Juniper Networks, VMware and Qualcomm.
Ashley Roof
(COO & Co-founder)Previously the CMO at Transposit. They also founded DigiMarketeer where they served as the Principal Consultant for 6 years. Prior to that, they worked in Senior Marketing roles at Yahoo and Art.
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