Lakera

• Grow relationships with current German defense industry providers and understand their evolving security needs • Actively seek new defense industry provider clients • Foster strong connections with government agencies • Master Check Point's cybersecurity solutions for German defense sector challenges • Effectively handle forecasting, sales reporting, and alignment with the company's public sector strategy • Collaborate on cybersecurity events tailored to the defense sector's needs • Work with internal teams to ensure excellent service and successful implementations for public sector clients

• Proactively hunt and win new strategic logos, opening high-value enterprise relationships to drive net-new revenue growth. • Apply structured and disciplined prospecting methodologies to identify, qualify, and prioritize new target accounts. • Secure and lead initial executive-level meetings, demonstrating strong presence, credibility, and value articulation. • Navigate and overcome entry barriers through strategic thinking, persistence, and resilience. • Own early-stage deal progression with clear potential to develop into a consistent closer of new business opportunities.

• Lead, inspire, and develop a high-performing Sales Engineering organization across Central Europe, ensuring operational excellence and talent development. • Partner with the Western Europe leadership team to define and execute strategic objectives that drive business growth and customer success. • Act as a strategic C-level advisor to key customers and partners, shaping their cybersecurity vision and long-term technology roadmap. • Ensure all SEs are fully enabled, up to date on emerging technologies, and delivering exceptional value to customers and partners. • Monitor and drive key KPIs, ensuring consistent performance and alignment with corporate objectives. • Represent Check Point as a spokesperson and thought leader in executive forums, industry events, and market engagements. • Drive innovation to enhance pre-sales efficiency, customer engagement, and solution delivery. • Stay ahead of market trends and collaborate across business units to influence strategic direction and product development.

• Drive revenue growth by acquiring net-new logos while expanding relationships within existing Check Point and AI Security customers. • Develop and execute innovative sales strategies to consistently meet and exceed revenue targets across enterprise and mid-market accounts. • Build and manage strategic relationships with channel partners, alliance partners, GSIs, cloud providers, and ecosystem stakeholders to accelerate pipeline generation and market adoption. • Collaborate closely with Check Point account teams, channel organizations, and partner ecosystems to identify cross-sell and upsell opportunities. • Navigate complex enterprise sales cycles involving multiple stakeholders, technical evaluations, pilots, procurement, and security reviews. • Expand market presence by identifying new customer segments, use cases, and routes to market.

Serve as the primary technical point of contact for prospects, design tailored solutions, collaborate with Customer Success for onboarding, and maintain documentation to enhance pre-sales and post-sales processes.

• Drive growth: Acquire new logos and develop innovative sales strategies to exceed revenue goals. • Engage the market: Evaluate market trends, customer needs, and competitive dynamics to translate strategy into actionable sales initiatives and partnerships. • Build relationships: Connect with key decision-makers, educate them on Lakera’s unique value proposition, and guide them through complex buying journeys. • Manage complex sales: Navigate multi-stakeholder enterprise deals involving pilots, integrations, and technical depth. • Expand market reach: Identify new customer segments and use cases to accelerate adoption of Lakera’s products. • Shape the product: Provide structured feedback and insights to inform product direction, ensuring our solutions continually address evolving customer needs. • Maintain operational excellence: Ensure clean deal management and CRM hygiene (HubSpot) to enable scalability and predictability. • Contribute to playbooks: Help codify learnings, refine sales methodology, and enhance processes to improve productivity and consistency across the team.

• Drive growth: Acquire new logos and develop innovative sales strategies to exceed revenue goals. • Engage the market: Evaluate market trends, customer needs, and competitive dynamics to translate strategy into actionable sales initiatives and partnerships. • Build relationships: Connect with key decision-makers, educate them on Lakera’s unique value proposition, and guide them through complex buying journeys. • Manage complex sales: Navigate multi-stakeholder enterprise deals involving pilots, integrations, and technical depth. • Expand market reach: Identify new customer segments and use cases to accelerate adoption of Lakera’s products. • Shape the product: Provide structured feedback and insights to inform product direction, ensuring our solutions continually address evolving customer needs. • Maintain operational excellence: Ensure clean deal management and CRM hygiene (HubSpot) to enable scalability and predictability. • Contribute to playbooks: Help codify learnings, refine sales methodology, and enhance processes to improve productivity and consistency across the team.

• Own end-to-end delivery of AI red teaming engagements, from scoping through final report delivery. • Act as the primary customer point of contact during active engagements, ensuring clarity, momentum, and trust. • Partner with customers to define AI-specific testing objectives, threat models, and success criteria. • Structure red team assignments based on AI system architecture, model types, agent complexity, and engineer skillsets. • Attend and support engineers during customer kickoffs, technical deep dives, and executive report readouts. • QA all assessment reports before customer delivery, ensuring technical accuracy, clarity, and actionable findings. • Establish and maintain quality standards across deliverables, methodologies, and reporting templates. • Mentor and develop engineers on the red team, identifying skill gaps and creating structured development plans. Drive the evolution of AI red teaming methodologies based on real-world engagement learnings and emerging attack techniques. • Build scalable delivery processes that support growth, utilization tracking, and capacity planning. • Coordinate with Sales and Customer Success on pipeline visibility, forecasting, and engagement readiness.

• Drive growth by acquiring new logos • Develop innovative sales strategies • Engage with key decision-makers • Manage complex enterprise deals • Identify new customer segments • Contribute to product direction

Lakera is seeking a Solutions Engineer to accelerate sales velocity, increase customer success and shape the product experience as we scale. In this customer-facing role, you’ll be the primary technical point of contact through the sales process and a resource for customer success. You’ll translate customer needs into solutions, architecting with Lakera’s AI Defense Plane to help enterprises secure their AI stacks and unlock cutting-edge use cases. You’ll work closely with Sales, Customer Success, Product, and Engineering to ensure Lakera delivers on its mission. With your blend of technical expertise, communication skills, and customer empathy, you’ll be at the forefront of AI security innovation. About Lakera Lakera, a Check Point company, is on a mission to ensure AI does what we want it to do. We are heading towards a future where AI agents run our businesses and personal lives. Here at Lakera, we're not just dreaming about the future; we're building the security foundation for it. We empower security teams and builders so that their businesses can adopt AI technologies and unleash the next phase of intelligent computing. We work with Fortune 500 companies, startups, and foundation model providers to protect them and their users from adversarial misalignment. We are also the company behind Gandalf, the world’s most popular AI security game. We move fast and work with urgency. We act as one team but expect everyone to take substantial ownership and accountability. We prioritize transparency at every level and are committed to always raising the bar in everything we do. We promote diversity of thought as we believe that creates the best outcomes. What You’ll Do: Act as the primary technical point of contact for prospects evaluating Lakera. Understand their needs and design solutions that align with their infrastructure using Lakera’s platform. Partner with Customer Success to ensure customers onboard quickly and realize value from the platform. Develop and maintain technical documentation and guides to streamline pre-sales and guide post-sales workflows. Support product configuration and deliver minor technical changes required for prospect and customer implementations. Feed prospect feedback directly into Product and Engineering, helping shape the roadmap and ensuring the platform evolves with real-world needs. Lay the foundation for a scalable Solutions Engineering function by building playbooks and repeatable best practices. What You’ll Bring: Compensation and Benefits: Our total compensation package is a blend of salary, equity and benefits. We are committed to paying fairly and aim for these three elements collectively to be highly competitive with market rates. Equity - On top of this position's compensation, equity will be a major component of the total compensation. We aim to offer higher-than-average equity compensation for a company of our size and communicate equity amounts at the time of offer issuance. 👉 Let's stay connected! Follow us on LinkedIn , Twitter & Instagram to learn more about what is happening at Lakera. ℹ️ Join us on Momentum , the slack community for AI Safety and Security everything. ❗To remove your information from our recruitment database, please email privacy@lakera.ai .