• Partner with Account Executives on late-stage deals and strategic opportunities • Lead deep discovery sessions with research, UX, and insights teams • Translate ambiguous research needs into clear solution architectures and use cases • Design and deliver compelling demos, pilots, and proof-of-concepts • Own onboarding for enterprise customers • Build repeatable onboarding frameworks for research-led customers • Act as a thought leader for research practices internally and externally • Champion the voice of the research customer across Product, Sales, and Marketing

• Collaborate with Engagement Managers, Partner Success Managers and partner teams to validate scope and design for complex solutions • Advise customers and partners on data governance models, API architecture, security frameworks, and enterprise deployment best practices • Develop solution architecture designs, technical specifications, and implementation roadmaps that support Airtable’s partner ecosystem • Create compelling technical narratives and demonstrations that showcase the power of Airtable + Partner solutions • Act as the technical advisor on strategic partner-led engagements with Enterprise clients • Support partners as needed in conducting deep discovery sessions to understand clients' technical environments, business requirements, and integration needs • Partner with Professional Services to ensure consistency in best practices across all delivery teams • Provide ongoing technical guidance and troubleshooting support for Partners throughout the implementation lifecycle • Gather and synthesize partner and customer feedback to inform product roadmap, partnership strategy and partner enablement • Manage and mitigate technical escalations that arise within partner-delivered engagements • Champion the integration of AI capabilities within partner solutions, including agentic driven workflows • Ensure partners leverage Airtable's AI features to build innovative use cases that demonstrate cutting-edge capabilities • Advise partners on AI/ML best practices, responsible AI implementation, and emerging technologies that enhance the Airtable platform • Stay current with developments in generative AI, machine learning, and automation technologies relevant to the low-code/no-code space • Create thought leadership content showcasing Partner built AI-powered solutions built on Airtable • Serve as the technical subject matter expert on Airtable's platform for services and systems integration partners • Design and deliver technical training programs, workshops, and certifications that enable partners to architect and implement Enterprise-grade Airtable solution • Create technical enablement content including reference architectures, implementation guides, and build best practice documentation • Create standardized QA models and lead technical audits and reviews of partner-delivered solutions to ensure quality, performance, and adherence to Airtable standards • Support Partner Success Managers in qualifying additional delivery partnerships that expand Airtable's capabilities and reach • Establish technical standards, templates, and frameworks that partners can leverage across multiple client engagements • Identify and surface trends, common patterns, and opportunities for productization based on partner and customer feedback • Collaborate with Product, Engineering, and GTM teams to influence platform capabilities that support partner success • Contribute to the growth and maturation of our Partner Solutions Architecture practice as we scale

Location- Remote-United Kingdom About RapidFort RapidFort is the leader in end-to-end software supply chain security. Our platform helps organizations automatically identify, prioritize, and remediate vulnerabilities in containerized applications—without code changes or pipeline disruption. From curated near-zero-CVE container images to runtime Kubernetes protection, we enable teams to ship secure software faster. Backed by $42M in Series A funding and trusted by 100+ customers across defense, federal, and enterprise sectors, we’re defining the new standard for software attack surface management (SASM). We were recognized in the 2025 Gartner® Cool Vendors™ in Container Management report. Position Overview; RapidFort is looking for a technical Solutions Engineer to accelerate our growth in the US Enterprise segments. You'll serve as the technical bridge between our platform capabilities and customer needs, helping organizations understand how RapidFort's Software Supply Chain Security platform can eliminate vulnerabilities and reduce their attack surface without code changes. This is a hands-on, customer-facing role combining deep expertise in cloud-native security, containers, and compliance with consultative sales skills. You will work closely with security leaders, platform engineers, and regulated organizations supporting Department of Defense (DoD), federal agencies, financial services, and healthcare environments. Your Impact Technical Discovery & Solution Design - Partner with Account Executives to uncover security pain points, compliance requirements, and infrastructure challenges facing prospective customers - Design and present customized demonstrations showing how RapidFort's platform addresses vulnerability remediation, attack surface reduction, and compliance acceleration Product Expertise & Customer Education - Deliver compelling technical presentations on RapidFort's DevTime Protection Tools, Near-Zero CVE Images, and RunTime Protection capabilities - Guide security teams and DevOps engineers through hands-on proof-of-concept evaluations in their environments - Articulate the technical and business value of achieving 95% CVE remediation and 90% attack surface reduction Sales Methodology & Deal Progression - Apply proven sales frameworks including MEDDPICC to qualify opportunities, identify key stakeholders, and advance complex technical sales cycles - Establish credibility with technical decision-makers, security architects, and engineering leaders through deep product knowledge and industry expertise Security & Compliance Consulting - Advise prospects on container security best practices, vulnerability management strategies, and compliance frameworks (FedRAMP, CMMC, SOC 2, STIG/CIS) - Position RapidFort as the solution for organizations seeking to accelerate compliance readiness while reducing development costs Market Intelligence - Stay current on competitive positioning in the Software Supply Chain Security space - Provide product feedback based on customer conversations to help shape RapidFort's roadmap What You Bring Technical Foundation - 7+ years in a Solutions Engineering, Sales Engineering, or Pre-Sales role supporting technical sales to startup and mid-market customers Strong hands-on experience with containerization technologies (Kubernetes, Docker), including, but not limited to: - Can describe a multi-stage build and when they are appropriate - Understands best practices when building container images - Working knowledge of major cloud platforms (AWS, Azure, Google Cloud) and their security consideration - Understanding of container security challenges, vulnerability scanning, and software bill of materials (SBOM) concept Sales Acumen - Demonstrated success using structured sales methodologies (MEDDPICC, Command of the Message, or similar frameworks - Track record of supporting complex sales cycles involving multiple technical and business stakeholder - Ability to translate technical capabilities into business outcomes and RO Communication & Collaboration - Exceptional presentation skills with the ability to adjust technical depth based on your audience - Experience facilitating productive technical discussions with security teams, platform engineers, and C-level executive - Strong written communication for creating proposals, follow-up documentation, and technical content Adaptabilit - Comfort operating in a fast-paced startup environment where priorities shift and you'll wear multiple hat - Self-motivated with the ability to manage your own pipeline and deliver results with minimal supervision - Genuine curiosity and commitment to continuous learning in the evolving security landscape Location Requirement United Kingdom

Who We Are Titan Cloud is a market-leading provider of Fuel Asset Optimization, helping some of the world’s largest convenience stores, fleets, and suppliers reduce compliance risk, lower asset maintenance costs, and increase revenue and fuel yield. We serve as the enterprise software platform and system of record, connecting our clients' fuel, environment, store operations, and maintenance departments. Our customers save millions annually through reduced lost sales, improved customer experiences, fuel loss mitigation, and reduced environmental reserves and fines. What You'll Bring - Bachelor's degree in engineering, computer science, or business or additional experience in lieu of degree is required. MBA is a plus. - 2+ years of experience in Solutions Consulting (Presales) at a SaaS company. - 2+ years of experience in Supply Chain Planning/Optimization, Maintenance Management, Field Service Management, IoT, or Analytics. - History of working independently with a data-driven mindset for charting a path to short, medium, and long-term goals. What You'll Do - The Solutions Consultant is a pivotal role within the SC organization, focusing on problem-solving and building trust and credibility with prospects and customers. - Understand a company’s strategic goals, uncover challenges/inhibitors to achieving those goals, directly link key capabilities to addressing each challenge, and determine the value the key capabilities will drive. - Participate in discovery, strategy sessions, value-based product presentations, or demonstrations. - Win mindshare with key stakeholders through a deep understanding of the Fuel Asset Management industry, Titan Cloud key solution enablers, and the value they deliver. - Communicate business requirements to the project/implementation team after the completion of the sale to ensure a smooth transition from pre-sales to implementation stages, warranting a continuous degree of customer satisfaction. - Support marketing events and functions (podcasts, events, etc.). - Create industry-specific content and collaborate across teams. - Solutioning Approach: A successful Solutions Consultant is a natural problem solver, enjoys continuous learning. Designs creative, strategic solutions, including complex integrations and edge-cases. Collaborate with Product Management around prospect and customer solution needs. Leads, customizes, and shapes discovery—often identifying unstated needs or new opportunities. - Customer Engagement: Strong interpersonal skills, high attention to detail, and a natural ability to convey and relate ideas to others are required for this role. Leads customer conversations, executive presentations, and value articulation sessions with credibility and authority. - Influence & Leadership: Self-motivated, has a positive, win-as-a-team attitude. Acts as a trusted advisor internally and externally. Proactively leads initiatives. Strong oral and written communication/demonstrating skills (clear, concise, compelling; tell-show-tell; themes/limbic openings). - Autonomy: Comfortable working in a fast-paced environment and flexible with changing processes with excellent time management, multi-tasking, and high energy. Operates independently with high trust, often defining deal strategy and running key pursuits without close oversight. Resolve problems, including identifying issues, thinking critically to determine the optimal course of action, and implementing best available solutions. - Technical & Industry Expertise: Constantly study and deepen understanding of market trends to enable consultative insight. Deep expertise across multiple products, their value proposition, and industries; able to advise on complex, non-standard solutions. - Business Acumen: Demonstrate the value of the solution (not just the functionality) and build strong working relationships with both the prospect and the Titan Cloud Virtual Account Team. Understands broader business drivers, ROI models, and can tie solutions directly to strategic business outcomes. - Miscellaneous: Performs other duties assigned. - Travel: Ability to travel 25% - 40% of the time We are actively building a pipeline of qualified candidates for this role as we continue to grow. Hiring timelines may vary depending on team needs, but we prioritize candidates in our pipeline as new opportunities open. - Remote work environment - Flexible time off - End of Year Rest and Recharge - Eligibility To Participate In Equity For All Initiative - Medical Insurance (including HSA/FSA accounts) - Dental Insurance - Group Term Life Insurance - Vision Insurance - Disability Insurance - Maternity/Paternity Leave - 401(k) - Additional & Voluntary Benefits Why Join Us At Titan Cloud, we are committed to creating a diverse and inclusive workplace where all voices are heard and valued. Even if you don’t meet most of the required qualifications or have transferable skills related to this role, we encourage you to apply—even if you don’t meet all the preferred qualifications. We recognize that a variety of experiences can contribute to success in this position, and we value different perspectives on our team.