• Use technical knowledge along with sales skills to provide advice and support on products • Work closely with sales and engineering • Assist colleagues with bids and tenders for new clients from a technical perspective • Work on proof of concept deployments and answer questions • Persuade clients that a product or service best satisfies their needs in terms of quality, price, and delivery • Calculate client quotations • Provide pre-sales technical assistance and product education • Support after-sales support services and provide technical backup as required • Arrange and carry out product training • Support POC and Pilots at the customers together with support and engineering • Support sales and marketing activities by attending trade shows, conferences, and other marketing events • Make technical presentations and demonstrate how a product meets client needs • Liaise with other members of the sales team and other technical experts • Help in the design of custom-made products • Provide training and produce support material for other members of the sales team

Title: Sr. Sales Engineer Location: New York, United States Job Description: Location: New York - Remote Who Are We? About Airlock Digital: Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware.  With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity. What We are Looking For: The Sr. Sales Engineer serves as a technical resource in the sales process, providing deep cybersecurity expertise, conducting product demonstrations, and supporting proof-of-concept (POC) evaluations. This role collaborates closely with customers to design and implement solutions, ensuring Airlock Digital’s platform aligns with their security requirements. Solutions Engineers act as subject matter experts, guiding both clients and internal teams on product capabilities, integration strategies, and future roadmap enhancements. A successful candidate will have strong technical acumen, hands-on experience in cybersecurity solutions, and the ability to translate complex security challenges into effective implementations. Key Responsibilities: - Technical Sales Support - Act as a technical expert and trusted advisor throughout the sales process, helping prospects and customers understand the value of Airlock Digital’s solutions. - Work closely with account managers to identify customer needs, technical requirements, and potential opportunities. Product Demonstrations & Technical Engagement - Conduct product demonstrations, presentations, and technical discussions tailored to customer environments. - Clearly articulate the features, capabilities, and benefits of Airlock Digital’s products. Proof-of-Concept (POC) Leadership - Lead the technical execution of proof-of-concept engagements from initial scoping through successful completion. - Define evaluation criteria and design POCs aligned with the customer’s environment and success metrics. - Maintain regular engagement with prospects to ensure momentum and resolve technical challenges. Customer Discovery & Solution Alignment - Understand customer environments, security requirements, and operational challenges. - Align Airlock Digital’s solutions to address specific business and security needs. - Implementation Support - Act as the interface between customers and internal teams during early implementation to support knowledge transfer. - Assist with deployment planning and integration support when needed. Cross-Functional Collaboration - Partner with Product, Support, and Customer Success teams to ensure successful customer adoption. - Provide feedback to product teams based on customer interactions, market trends, and competitive insights. Technical Documentation & RFP Support - Assist with RFP, RFI, and tender responses. - Maintain documentation related to POC progress, outcomes, and customer feedback. - - Proof-of-concept conversion rates - Customer satisfaction with technical engagements - Product adoption success - Deployment success rates - Sales team enablement effectiveness and contribution to overall win rates Industry Engagement - Represent Airlock Digital at customer briefings, partner engagements, and industry events when appropriate. Success Metrics Success in this role may be measured through: Required Skills & Qualifications: - 8+ years of experience in the technology industry, ideally in sales engineering, pre-sales engineering, or cybersecurity architecture roles. - Experience supporting endpoint security, application allowlisting, or related cybersecurity technologies. - Hands-on experience delivering technical product demonstrations, solution evaluations, and proof-of-concept (POC) engagements in enterprise environments. - Strong understanding of enterprise security architectures, Zero Trust security principles, and modern cybersecurity frameworks such as MITRE ATT&CK, NIST, or CIS. - Ability to translate complex security, infrastructure, and operational requirements into practical solution architectures and deployment strategies. - Experience working within enterprise IT environments including Active Directory, Windows administration, APIs, integrations, and cloud platforms. - Experience supporting complex enterprise sales cycles with multiple stakeholders including security, IT operations, and executive leadership. - Experience operating in a high-growth or fast-scaling cybersecurity company is highly desirable. - Strong analytical and problem-solving skills with a customer-first mindset and the ability to troubleshoot technical challenges. - Excellent verbal and written communication skills with the ability to present technical concepts clearly to both technical and executive audiences. - Ability to build trusted relationships and collaborate effectively across sales, product, engineering, and customer success teams. - Bachelor’s degree in Computer Science, Cybersecurity, Engineering, or a related technical field, or equivalent practical experience. Preferred Qualifications: - POC conversion rates - Customer satisfaction with technical engagements - Product adoption success - Sales team enablement effectiveness – contribution to win rate. - Deployment success rates - Customer satisfaction scores What We Offer: We don’t think money is everything, but we know it is an important part of your decision to apply for a role. This position has a OTE range of USD $208,000 to $260,000. Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.  At Airlock Digital we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, dental, and vision insurance – 401K Plan with 4% Company Match – Life and Disability Programs – Paid Parental Leave - Paid time off and Paid Holidays – Volunteer and Birthday Time off – Home Office Allowance Our Commitment: We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work. We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you. #LI-REMOTE #LI-JN1

• Develop and execute a regional sales strategy to grow revenue and expand the customer base • Identify, qualify, and convert new business opportunities • Manage and develop key accounts, building long-term partnerships • Deliver technical and commercial solutions aligned with customer needs • Prepare and present proposals, quotations, and technical solutions • Collaborate with internal engineering teams during bid and delivery phases • Maintain strong awareness of market trends, competitors, and customer needs • Travel to customer sites as required (approximately 2–3 days per week) • Utilise CRM for recording and reporting of sales activity

Role Description We are looking for a Sales Engineer to join Yalo and play a key role in connecting customer needs with our AI-powered conversational sales solutions. This person will partner closely with Sales, Product, Delivery, and Engineering teams to support the full pre-sales journey — from discovery and solution design to demos, technical validation, and proposal support. Your mission is to bring technical clarity, solution confidence, and business value to complex sales opportunities. This role is critical to helping customers understand how Yalo’s platform and intelligent agents can solve real business challenges, while ensuring proposed solutions are feasible, scalable, and aligned with customer goals. Responsibilities - Lead technical and business discovery sessions with prospects and customers to understand goals, pain points, processes, and success criteria. - Translate customer requirements into clear solution recommendations, including high-level architecture, integration approach, and functional mapping. - Deliver tailored demos, workshops, and proof-of-concepts that showcase Yalo’s capabilities and demonstrate business value. - Partner with Account Executives and other go-to-market stakeholders to advance strategic opportunities and strengthen technical credibility throughout the sales cycle. - Work cross-functionally with Product, Engineering, Delivery, and partners to validate feasibility and define realistic implementation approaches. - Support the creation of proposals, statements of work, RFP/RFI responses, and other technical sales documentation. - Identify risks, dependencies, assumptions, and scope considerations early to improve sales quality and reduce post-sale rework. - Act as a feedback loop between customers and internal teams, sharing recurring needs, product gaps, and market insights. - Contribute to building repeatable assets such as demo flows, solution patterns, technical collateral, and best practices for the sales process. Qualifications - Experience in a Sales Engineer, Solutions Engineer, Pre-Sales Consultant, Solutions Consultant, or similar customer-facing technical role. - Experience supporting enterprise or mid-market sales cycles with consultative and solution-oriented engagement. - Good understanding of APIs, integrations, authentication methods, middleware, and high-level system architecture. - Familiarity with SaaS environments and solution design for enterprise customers. - Knowledge of conversational AI, automation, intelligent agents, or customer engagement technologies is strongly preferred. - Ability to translate business needs into structured solution recommendations and technical documentation. - Experience delivering demos, workshops, or proof-of-concepts in a customer-facing setting. - Strong communication skills in both business and technical conversations. - Ability to collaborate across Sales, Product, Engineering, and Delivery teams in a fast-paced environment. - English proficiency required; Spanish or Portuguese is a plus. Soft Skills - Customer obsession - Strong communication and storytelling - Consultative mindset - Proactivity - Collaboration - Ownership - Adaptability - Problem-solving - Strong prioritization and time management - Growth mindset Metrics to Measure - Technical win rate across qualified opportunities - POC to deal conversion rate - Demo-to-proposal cycle time - Sales stakeholder satisfaction - Quality and completeness of technical proposal support - Scope adherence and reduction of post-sale rework - Quality of handoff from pre-sales to delivery Benefits - Unlimited PTO policy - Competitive rewards on the market range - Worklife-Personal Life Integration - Start-up environment - International teamwork - You and nothing else limit your career here