Solutions Engineer

About the Role

Material Security is hiring a Solutions Engineer to drive customer success in pre-sales and early adoption with SMB prospects. This is a customer-facing security role focused on email security and cloud security environments, where you'll lead technical discovery, design tailored product demos, and guide buyers through evaluations—while also improving internal GTM systems and workflows for the broader team.

About the Company

Material Security is a remote-first workplace with an office in San Francisco, California.

Responsibilities

Customer-Facing Work

• Conduct technical discovery calls to understand prospect environment, pain points, buying criteria, and obstacles.
• Design and deliver product demonstrations that connect features to customer risk, workflow, and business outcomes.
• Own or support proof-of-value engagements and evaluations with clear success criteria.
• Address objections with clarity and sound judgment.
• Collaborate with Account Executives, product, engineering, design, marketing, and customer success teams throughout the sales cycle.
• Translate field feedback into actionable input for product strategy, positioning, and team enablement.

Internal Operations & Enablement

• Identify go-to-market process inefficiencies that waste time, obscure signal, or create unnecessary manual effort.
• Build lightweight automations, workflows, scripts, and internal tools to accelerate team velocity.
• Improve systems across CRM, outbound tooling, demo and POC infrastructure, Google Workspace, and adjacent GTM workflows.
• Convert repeated Solutions Engineering work into reusable templates, assets, and operating guides.
• Document tooling and processes so teammates can adopt and iterate on what you build.
• Exercise judgment about which improvements warrant a quick fix, which should become team standards, and which remain manual.

Requirements

Required Experience

• Background in a customer-facing security role such as Solutions Engineer, Sales Engineer, Solutions Architect, or Security Consultant.
• Hands-on experience with email security or cloud security products in production environments, particularly Google Workspace or Microsoft 365.
• Demonstrated strength in technical discovery, product demonstration, and evaluation facilitation.
• Ability to communicate effectively with both technical administrators and non-technical business stakeholders.
• Comfort with APIs, scripting, spreadsheets, no-code platforms, or AI-assisted workflows to automate manual processes.
• Track record of building or shipping something valuable for teammates, customers, or internal operations.
• Sound judgment about scope and prioritization—knowing when to ship a fast solution versus when to invest more thoroughly.
• Intellectual curiosity, low ego, and a willingness to learn: "I don't know yet, but I'll figure it out."
• Genuine interest in email security, cloud security, and how modern teams evaluate and adopt these tools.

Nice to Have

• Experience with AI-assisted software development tools.
• Track record selling to or supporting SMB or MSP buyers.
• Background in email security, post-breach response, or related security domains.
• Experience building reusable demo environments, evaluation tooling, or internal workflow automation.
• Experience in an early-stage or fast-moving startup setting.

Compensation & Benefits

• Projected annual on-target earnings (OTE): $200,000 – $225,000, structured as 80/20 base/commission split with no cap on commissions.
• Compensation determined by individual combination of knowledge, skills, competencies, and experience.
• Remote-first work environment.

Equal Opportunity

Material Security is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability, genetic information, or any other legally protected status. All employment decisions are based on qualifications, merit, and business needs.