About SecurityScorecard: SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital. About the Role SecurityScorecard's Solutions Architects team are trusted security advisors and business partners both internally and to prospective clients, offering deep knowledge about the market and our solution. We are intellectually curious, find great reward in delivering valuable solutions to customers, and are passionate about cybersecurity. We are looking for an experienced and dynamic Solutions Architecture to work with our Sales teams across the US. The candidate will own the pre-sales technical engagement with our customers. The ideal candidate will have a strong technical background, exceptional verbal skills and be a strong cross functional collaborator. Success in this role requires security and technical acumen to develop a deep understanding of SecurityScorecard's architecture and services and a consultative approach to understanding customer business needs. You'll leverage your strategic communication skills to engage in technical and business discussions with engineers and senior decision makers alike, translating customer needs into technical requirements and conveying the merit of SecurityScorecard's solutions throughout. NOTE: It is a requirement that this role is in the Pacific or Mountain time zones. Key Responsibilities - Collaborate with the Sales team to identify technical requirements and develop customized solutions that address complex client needs, while driving revenue growth and customer satisfaction - Delivery of compelling technical presentations, product demonstrations and Proof of Value projects for prospective clients - Support SecurityScorecard at Industry events and C level round table events - Work closely with Product Management and Engineering to provide market feedback and influence product roadmap based on customer needs and competitive landscape - Proven track record of gathering detailed success metrics for customer PoV’s, including tracking and reporting - Awareness and enforcement of MEDDPICC best practices in sales cycles - Become a subject matter expert on cyber first Supply Chain services. - Ability to engage with all different types of personalities and working styles across the team - Build and foster strong relationships with other business teams, such as Marketing, Support and Customer Success - Not afraid to be a champion for your prospects, advocating for their needs. Skills and Experience - 5+ years of relevant work experience (cybersecurity, TPRM, GRC, and/or similar) - Demonstrated presentation and interpersonal skills; communicate in front of large groups with a mixed audience of technical and non-technical - Experience working with enterprise level clients and managing complex sales cycles - Demonstrated ability to manage complex technical projects, demonstrate clear business value and lead technical strategy in sales engagements - Bachelor Degree in Computer Science or equivalent work experience - Sales experience NOT REQUIRED, but experience of selling technical SaaS and/or managed service solutions a plus - Industry Certifications such as CEH, CISSP, CompTIA Security+ CISA GCIH etc a plus Traits - Highly motivated self starter who works well cross functionally - Intellectually curious; seeks to continually self-educate and evolve domain specific knowledge - Willing to travel on day and overnight trips throughout the US Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $100,000 - $195,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI

About SecurityScorecard: SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital. About the Role SecurityScorecard's Solutions Architects team are trusted security advisors and business partners both internally and to prospective clients, offering deep knowledge about the market and our solution. We are intellectually curious, find great reward in delivering valuable solutions to customers, and are passionate about cybersecurity. We are looking for an experienced and dynamic Solutions Architecture to work with our Sales teams across the US. The candidate will own the pre-sales technical engagement with our customers. The ideal candidate will have a strong technical background, exceptional verbal skills and be a strong cross functional collaborator. Success in this role requires security and technical acumen to develop a deep understanding of SecurityScorecard's architecture and services and a consultative approach to understanding customer business needs. You'll leverage your strategic communication skills to engage in technical and business discussions with engineers and senior decision makers alike, translating customer needs into technical requirements and conveying the merit of SecurityScorecard's solutions throughout. NOTE: It is a requirement that this role is in the Pacific or Mountain time zones. Key Responsibilities - Collaborate with the Sales team to identify technical requirements and develop customized solutions that address complex client needs, while driving revenue growth and customer satisfaction - Delivery of compelling technical presentations, product demonstrations and Proof of Value projects for prospective clients - Support SecurityScorecard at Industry events and C level round table events - Work closely with Product Management and Engineering to provide market feedback and influence product roadmap based on customer needs and competitive landscape - Proven track record of gathering detailed success metrics for customer PoV’s, including tracking and reporting - Awareness and enforcement of MEDDPICC best practices in sales cycles - Become a subject matter expert on cyber first Supply Chain services. - Ability to engage with all different types of personalities and working styles across the team - Build and foster strong relationships with other business teams, such as Marketing, Support and Customer Success - Not afraid to be a champion for your prospects, advocating for their needs. Skills and Experience - 5+ years of relevant work experience (cybersecurity, TPRM, GRC, and/or similar) - Demonstrated presentation and interpersonal skills; communicate in front of large groups with a mixed audience of technical and non-technical - Experience working with enterprise level clients and managing complex sales cycles - Demonstrated ability to manage complex technical projects, demonstrate clear business value and lead technical strategy in sales engagements - Bachelor Degree in Computer Science or equivalent work experience - Sales experience NOT REQUIRED, but experience of selling technical SaaS and/or managed service solutions a plus - Industry Certifications such as CEH, CISSP, CompTIA Security+ CISA GCIH etc a plus Traits - Highly motivated self starter who works well cross functionally - Intellectually curious; seeks to continually self-educate and evolve domain specific knowledge - Willing to travel on day and overnight trips throughout the US Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $100,000 - $195,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact talentacquisitionoperations@securityscorecard.io. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI

• 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.

• Partner with Sales Account Executives and Customer Success Managers to plan, prepare and execute on strategic deals in complex sales cycles including technical discovery, product demonstrations, and feature/functionality explanations. • Lead detailed technical discussions and presentations with prospects, understand their challenges, communicate solution value, collaborate on tailored plans, and position Virtuous as a transformational technology partner. • Collaborate on technical aspects of RFP / RFI responses • Assist with scoping of product and implementation packages • Develop and maintain demonstration sandboxes to contextually showcase features and functionality of multiple Virtuous products • Provide personalized suggestions for prospects and customers for how they can best leverage Virtuous software and responsive fundraising strategies • Provide direct feedback to the product development and management teams regarding current roadmap and additional enhancements • Be a resource for questions, best practices, and trainings on where Virtuous fits into the nonprofit technology landscape including integrations with partners.