This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As a Senior Solutions Architect at Akeyless, you will serve as the technical quarterback of the sales cycle, driving strategy, execution, and technical validation from first discovery to close. Partnering closely with Account Executives, you will engage Fortune 100 enterprises and high-growth innovators to solve complex identity and secrets management challenges. Your mission is to clearly articulate and demonstrate how Akeyless transforms security operations - simplifying secrets management, eliminating vault sprawl, enabling Zero-Knowledge protection, and delivering a modern, scalable alternative to traditional, fragmented security approaches. - Lead deep-dive technical discovery sessions to understand customer workflows across DevOps, Cloud, and Security teams. - Design and present tailored architectures that integrate Akeyless into diverse environments (Kubernetes, AWS/GCP/Azure, CI/CD pipelines, and hybrid-cloud). - Deliver high-impact product demos that highlight the "Akeyless Advantage" - specifically our SaaS-native ease of use and zero-knowledge DFC™ encryption. - Own the technical win by managing Proof of Concepts (PoCs). You will build test environments, automate secret rotation, and prove the platform's value in the customer’s own infrastructure. - Use your deep knowledge of the secrets management landscape to effectively position Akeyless against competitors, focusing on TCO reduction and operational simplicity. - Act as a bridge between the field and our Product/R&D teams, advocating for new features based on market feedback. - Lead the technical response for RFIs/RFPs and navigate complex security/compliance audits with prospective CISOs. Qualifications - 7+ years of experience in a pre-sales Solutions Architect or Sales Engineer role, preferably in Cybersecurity or DevOps. - Hands-on proficiency with Kubernetes, Docker, and at least one major Cloud Service Provider (AWS, Azure, or GCP). - Familiarity with Infrastructure as Code (Terraform, Ansible), CI/CD (GitHub Actions, GitLab, Jenkins), and IAM protocols (SAML, OIDC, OAuth). - Understanding of Secrets Management, PKI, SSH, and Privileged Access Management (PAM) is a significant plus. - Exceptional presentation skills and the ability to explain complex cryptographic concepts to both developers and executive stakeholders. - Ability to travel within the assigned territory as needed (up to 25-30%).

About Pallet Pallet is building AI Agents to transform logistics — a $12 trillion global industry. We’ve raised $50M from top investors including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures. In under two years, we’ve achieved 700% revenue growth and are just getting started. Our mission is to increase the efficiency of the global supply chain by automating the manual workflows that slow logistics teams down — from scheduling and appointment setting to data entry and load management. Our flagship platform provides end-to-end visibility, control, and optimization, while our newest product, CoPallet, introduces AI Agents that can understand and execute requests in real time, and integrate directly with customer systems. As logistics providers look to generative AI to drive efficiency, many are turning to Pallet to lead the way. With deep industry expertise and cutting-edge AI capabilities, we’re positioned to build the next $10B company in logistics. Join us and work alongside leaders from Google, DoorDash, YC, and more to shape the future of logistics tech. You could be a Sales Engineering Lead anywhere, why us? - Work directly with Andrew Geisse, VP of Revenue a sales leader with deep experience scaling enterprise GTM orgs - Help transform a massive industry and scale us toward a $10B+ business. - Build the Sales Engineering function from scratch; a founding role, huge ownership. About the opportunity: We’re hiring a GTM / Sales Engineer— a hybrid technical and customer-facing role that connects our AI platform to the real workflows of the world’s largest logistics companies. You’ll own technical validation and custom demos, work directly with Sales, Product, and Engineering, and drive proofs of concept that show customers what’s possible when AI meets logistics. This is a founding role with the opportunity to build the playbook and eventually scale the Sales Engineering org. Why this role is different: - Founding member of the GTM/Sales Engineering team — help shape process, tooling, and best practices. - Combines hands-on integration and workflow design with storytelling and customer credibility. - Work directly with executives and customers across the enterprise logistics ecosystem. - Learn deeply about AI agent architecture (browser automation, voice AI, RAG/memory systems). How you will make an impact: - Own and deliver technical demos that accelerate deals — translate real customer workflows into high-impact, tailored experiences. - Build quick integrations and prototypes using Zapier, Retool, or Make to demonstrate value fast. - Map and reason through data flows across TMS, WMS, and CRM systems — understanding APIs, schemas, and webhooks. - Partner with Sales on proofs of concept and technical validation throughout the deal cycle. - Communicate clearly across audiences — from operations leads to CTOs, adapting depth and framing as needed. - Enable the GTM team — build demo templates, run feature briefings, and improve internal technical fluency. - Feed insights back to Product — capture workflow pain points and feature requests from the field to shape roadmap direction. Preferred experience: - 5+ years in a Sales Engineer, Solutions Engineer, or Forward Deployed Engineer role, ideally at a high-growth B2B SaaS or AI company. - Strong technical fluency — able to reason about APIs, data schemas (JSON), and system integrations. - Experience with automation or AI-driven products (e.g., browser automation, RAG, voice AI, etc.). - Comfortable building quick prototypes with low-code tools (Zapier, Make, Retool, Postman). - Excellent storytelling and presentation skills — able to engage both technical and executive audiences. - High curiosity and adaptability — thrives in ambiguity and learns fast. OUR BENEFITS - 🩺 Health, Vision, and Dental benefits - 🏝️ Flexible PTO - ➕ Life Insurance and Accidental Insurance - ❤️‍🩹 Short-Term Disability Coverage - 💸 Generous salary and equity for all staff - 🪜 401k option; helping you save for the future - 📚 Yearly learning and development stipend - 🚌 Commuter benefits - 🚘 Uber ride stipend if you ever have to work late in the office - 🍔 Daily catered lunches provided by Sharebite (every meal you order, one meal gets donated) - 🥤 Monthly happy hours - 🎉 Annual Company Offsites; our last one was in Palm Springs 🌴🍹 Compensation: The estimated salary range for this role is $150,000 - $230,000 OTE depending on experience and skill set. In addition to base salary, we offer competitive equity, benefits, and opportunities for growth. Final compensation will be determined based on a combination of factors, including experience, qualifications, and location. Location: This role is open to remote in Eastern Timezone or New York City Office. Travel: - Travel will be involved with this role, 20-30% Pallet is proud to be an Equal Employment Opportunity and Affirmative Action employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

• Develop tailored end-to-end AI/ML solutions to address client needs. • Spearhead technical solutioning for proposals, collaborating with cross-functional teams to deliver comprehensive solutions aligned with customer requirements. • Design, implement, and support AI/ML-driven solutions, including generative AI, predictive analytics, and automation workflows. • Advise customers on AI solution architectures, model selection, data readiness, and integration with existing cloud environments. • Develop proof‑of‑concepts (POCs) showcasing AI capabilities such as LLMs, chatbots, intelligent search, and automated decision systems. • Craft compelling responses to requests for proposals (RFPs) and requests for information (RFIs) from prospects and customers. • Deliver customized product demonstrations for potential customers and partners (virtually and in-person). • Offer in-depth technical support to the business development team and clients throughout the sales cycle. • Assess customers' technical challenges and needs, devising customized selling strategies. • Create and present internal AI solution materials for stakeholders, customers, and senior executives. • Collaborate with clients to identify problems and suggest appropriate solutions. • Analyze competing products and provide competitor insights to marketing and development teams. • Generate, qualify, manage, and offer technical assistance to facilitate deal closures.

• Analyze, design, develop, test, document, and implement new and existing applications and solutions to deliver high-quality, scalable solutions to meet business objectives and operational requirements. • Drive application/architecture design and development reviews as appropriate to ensure working within appropriate technology/standards. • Assist in the change management process, including presentations and approvals in the change management process, and adherence to the defined change management guidelines. • Collaborate with team members and stakeholders to support business objectives and continual improvement of team dynamics. • Promote the identification and resolution of application and technical issues enabling the optimization of uptime of application and operational support. • Actively participate in continuous learning of technology, understanding its applicability to solve business objectives, and designing and implementing solutions where appropriate. • Focus on delivery of high-quality solutions and improvements in customer experience and operational excellence with forethought for adaptability to future platforms.