Sales Engineer

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.