Zafran Security

• Own a region and build a pipeline of high-value opportunities across the largest strategic accounts in the region • Orchestrate strategic account plan including a consultative sales process from prospecting through close • Uncover what matters most to security leaders and clearly show how Zafran helps them act faster and reduce risk • Partnering with your Solutions Engineer, deliver compelling, outcome-based demos and value stories that resonate with CISOs, Threat & Vulnerability Leaders, and security teams • Collaborate with partners and internal Zafran teams to drive joint wins and customer success • Contribute to go-to-market feedback loops that help us continually improve how we sell, message, and win • Accurately forecast revenue and maintain a healthy, predictable pipeline

• Spearhead Zafran's first push into the Federal market, owning the strategy and execution to build a high-value pipeline across Federal agencies and prime contractors • Work cross-functionally with Product, Product Marketing, and Security to get our product, messaging, and positioning ready to win in the FED market • Recruit, onboard, and activate FED-specific channel and distribution partners • Program manage FedRAMP efforts, including participating in the decision on leveraging an accelerator vs. building in-house • Orchestrate strategic account plans, including running a consultative sales process from prospecting through close • Uncover what matters most to Federal security leaders and clearly show how Zafran helps them act faster and reduce risk • Partnering with your Solutions Engineer, deliver compelling, outcome-based demos and value stories that resonate with agency CISOs, Threat & Vulnerability Leaders, and security teams • Collaborate with partners and internal Zafran teams to drive joint wins and customer success • Contribute to go-to-market feedback loops that help us continually improve how we sell, message, and win in the Federal space • Accurately forecast revenue and maintain a healthy, predictable pipeline

• Own a region and build a pipeline of high-value opportunities across enterprise and mid-market accounts • Run a high-velocity, consultative sales process from prospecting through close • Uncover what matters most to security leaders and clearly show how Zafran helps them act faster and reduce risk • Partnering with your Solutions Engineer, deliver compelling, outcome-based demos and value stories that resonate with CISOs, Threat & Vulnerability Leaders, and security teams • Collaborate with partners and internal Zafran teams to drive joint wins and customer success • Contribute to go-to-market feedback loops that help us continually improve how we sell, message, and win • Accurately forecast revenue and maintain a healthy, predictable pipeline

• Lead, mentor, and grow a team of Sales Engineers focused on the MAJORs segment. • Define and drive best practices for technical selling, POV execution, and demo delivery across the SE team. • Recruit, onboard, and develop SE talent in alignment with company growth goals. • Set clear team goals and performance metrics tied to technical wins and revenue influence. • Engage at the executive and technical levels with major enterprise prospects and customers to drive complex sales cycles. • Deliver high-impact, custom product demonstrations tailored to solve enterprise-scale business challenges. • Own and oversee technical evaluations and proof-of-value processes, ensuring successful and repeatable outcomes. • Lead technical qualification during the sales process to ensure Zafran solutions are the right fit for each prospect's environment. • Respond to strategic RFPs and RFIs with thorough, differentiated technical input. • Serve as the primary technical bridge between major enterprise customers, product management, and engineering - surfacing actionable feedback that influences roadmap priorities. • Collaborate with account executives to develop account strategies and executive engagement plans. • Contribute to onboarding and initial implementation planning for new major accounts. • Represent Zafran at key industry events, trade shows, and conferences through demos, presentations, and on-stage sessions. • Stay current on threat intelligence, cybersecurity trends, and the evolving CTEM market to advise prospects with credibility. • Support partner enablement and partner-driven sales motions in the MAJORs segment.

• Analyze past and future GTM activities to surface trends, risks, and opportunities that inform pricing, targeting, and investment decisions • Build and run monthly GTM reviews covering funnel health, KPIs, and performance gaps, and translate findings into clear recommendations • monitor quotes, deal review and approval for non-standard terms, finalize implementation and manage quoting tool, maintain OF templates and keep the pricing calculator accurate and up to date • Serve as the business lead between the Sales team and Legal- helping Legal prioritize and project-manage commercial legal work and keeping deals moving to timely resolution • Deliver financial and GTM analyses that enable quick, confident decision-making by GTM and Finance leadership • Lead strategic and cross-functional projects as requested, from process and systems improvements to new commercial initiatives

• Monitor the Technical Customer Support Queue: Manage the incoming support tickets and inquiries through our ticketing system, ensuring timely responses and resolutions that meet or exceed defined SLAs. • Collaborate Cross-Functionally: Partner closely with R&D and Product to escalate and prioritize bugs, FRs, and UX improvements—acting as the customer advocate throughout. • Customer Communication: Provide clear, consistent updates to customers on the progress of their requests, issues, and feedback. • Build and Maintain Documentation: Create and continuously improve self-service resources, such as FAQs, how-to guides, and troubleshooting documents, to empower customers and reduce ticket volume. • Track and Report Metrics: Own key support KPIs such as time-to-response, resolution rate, and customer satisfaction; identify patterns and opportunities for process improvement. • Enable Customer Success: Assist in delivering training sessions, onboarding materials, and support for customer education initiatives. • Optimize Support Processes: Identify bottlenecks in support workflows and drive solutions that improve speed, quality, and efficiency.

Role Description Zafran is looking for a Senior DevOps Engineer to own our US-only production environment end-to-end and lead our growing US DevOps presence. This is a hands-on role combining infrastructure ownership, deployment automation, and close collaboration with engineering on application-level investigations. You will be our first DevOps hire on the ground in the US, working alongside our Tel Aviv DevOps team while establishing the US site. The ideal candidate has a strong development background, thinks like an engineer, and is comfortable moving between Terraform, Kubernetes manifests, and application code to debug a production issue. - Own the prod-us-only environment end-to-end: infrastructure deployment, maintenance, scaling, and reliability - Lead and grow the US-based DevOps as the site expands - Design, implement, and manage scalable, highly available AWS infrastructure - Build and maintain CI/CD pipelines that let developers ship safely and quickly - Partner with engineering on investigations into application errors - Operate and improve monitoring, logging, and alerting to ensure availability and performance; lead production incident response - Coordinate with the Tel Aviv DevOps team on shared platform decisions and standards Qualifications - Must be located in the US, with a strong preference for the New York area; US remote considered - Prior experience leading or mentoring a small team - U.S. citizenship or lawful permanent resident status (Green Card) required due to access restrictions for a U.S.-only environment - 5+ years of DevOps / SRE / platform engineering experience - Strong development background in Go, Python, or similar; comfortable reading and contributing to application code - Deep AWS experience across compute, networking, IAM, and data services - Strong Kubernetes and Docker experience in production - Infrastructure as Code with Terraform / Terragrunt - CI/CD pipeline design with GitHub Actions, CircleCI, Jenkins, or similar - Hands-on with Datadog or equivalent - Experience with disaster recovery and high-availability architectures - Excellent troubleshooting skills across the full stack Nice to have - Experience working across distributed teams and time zones - Relevant certifications Benefits - Flexible PTO - Health insurance plans (medical, dental, vision) - Monthly stipend for phone and internet - 401k - Flexible spending account - Home office stipend when joining - Access to frontier AI models, including Claude Company Description At Zafran, people matter! We’re proud to be an equal opportunity employer. We believe the best teams are built by people who think differently, come from all kinds of backgrounds, and aren’t afraid to challenge the status quo. We welcome everyone across race, religion, gender, gender identity or expression, sexual orientation, age, disability, national origin, and veteran status, because what matters most is what you bring to the table. If you’re curious, fun, and someone who gets things done, we’d love to meet you.

• Develop and nurture strong relationships with partners and customers, engaging directly on technical matters to support a fast-paced sales cycle. • Maintain a high level of product knowledge, ready to deliver expert presentations on the full range of company offerings. • Assist sales teams by ensuring Zafran’s solutions align with the prospect’s needs during the qualification process. • Collaborate with major business units and engage effectively with C-Level executives. • Present at high-profile seminars, trade shows, and other industry events. • Communicate effectively with a diverse range of technical staff and management in customer organizations.

Role Description Zafran is looking for a passionate, partner-obsessed Channel Sales Engineer to join our growing global Go-To-Market organization. In this role, you will be the technical face of Zafran to our channel ecosystem - resellers, MSSPs, GSIs, and service partners - educating, enabling, and elevating them into trusted Zafran experts. You will own the technical relationship with our partners across the full lifecycle: - Pre-sales enablement - Co-selling on opportunities - MSSP service design - Post-sale services delivery readiness If you love building partner communities, geeking out on cybersecurity, and turning partners into force multipliers, we'd love to hear from you. Qualifications - Minimum of 5 years' experience in a pre-sales, sales engineering, or partner SE role within cybersecurity. - Demonstrated experience working with channel partners - resellers, MSSPs, MDR providers, GSIs, or services partners - in an enablement or co-selling capacity. - Deep understanding of security industry trends, products, and solutions, including vulnerability management, risk management, endpoint security, and compliance requirements. - Strong training and facilitation skills, with a track record of delivering technical enablement to diverse audiences. - Proven ability to work effectively both independently and as a collaborative team member across sales, channel, product, and services functions. - Strategic approach to technical selling, with a strong grasp of partner economics and how partners build profitable security practices. - Self-motivated and capable of working with minimal supervision in a fast-paced, high-growth environment. - Exceptional verbal and written communication skills, with an emphasis on training delivery, solution positioning, and business justification. - Outstanding presentation and demonstration abilities. - Willingness to travel to partner sites, events, and customer engagements as needed. Requirements - Familiarity with the CTEM (Continuous Threat Exposure Management) market and the relevant vendor landscape. - Experience designing or supporting MSSP/MDR service offerings on top of a security product. - Background working with GSIs or boutique security services firms on repeatable service packages. - Experience building partner certification or technical enablement programs from scratch. Benefits - Flexible PTO - Health insurance plans (medical, dental, vision) - Monthly stipend for phone and internet - 401k - Flexible spending account - Home office stipend when joining - Access to frontier AI models, including Claude Company Description At Zafran, people matter! We’re proud to be an equal opportunity employer. We believe the best teams are built by people who think differently, come from all kinds of backgrounds, and aren’t afraid to challenge the status quo. We welcome everyone across race, religion, gender, gender identity or expression, sexual orientation, age, disability, national origin, and veteran status, because what matters most is what you bring to the table. If you’re curious, fun, and someone who gets things done, we’d love to meet you.

• Lead the technical work to achieve and maintain compliance certifications (SOC 2, ISO 27001, and the upcoming FedRAMP process) • Design and implement security controls across AWS infrastructure, CI/CD pipelines, Kubernetes, and application deployments • Build the automation, logging, and evidence collection required for continuous compliance • Implement and maintain secrets management, IAM hardening, network segmentation, and encryption standards • Develop infrastructure solutions for customers in highly regulated industries, including isolated or dedicated environments • Collaborate with security, legal, and engineering on threat modeling, vulnerability management, and incident response • Stay ahead of FedRAMP, FISMA, and related federal requirements and translate them into concrete engineering work