Role Description We’re expanding rapidly and looking for our first Solutions Engineer who can own the technical aspect of the sales cycle, build deep customer trust, and shape the future of our platform. Reporting to the VP of Solutions Engineering, this role is for someone who thrives at the intersection of deep technical expertise and executive influence. This includes building champions inside engineering and security teams, accelerating identified opportunities, and developing pipeline. You'll engage C-suite stakeholders with confidence, translating Reco's vision for Dynamic SaaS Security into outcomes they care about. - Lead the technical aspect throughout the sales process. - Communicate effectively with clients to understand their needs and explain how Reco can solve their business challenges. - Drive sales processes by delivering compelling technical demonstrations, proofs of value, deep dives, workshops, etc. - Influence future decisions and collaborate with internal teams to ensure seamless customer experience with Reco's product. - Assist customers in integrating Reco's solutions into their security stack. - Stay up to date with industry trends and best practices in cybersecurity, SaaS, and AI security. - Participate in conferences, keynote, and evangelize Reco to the market. Qualifications - 5+ years in Sales Engineering, Solutions Architecture, or similar pre-sales roles. - Strong knowledge of SaaS security, SSPM, IAM, etc. - Familiarity with AI security, data governance, and enterprise SaaS ecosystems. - Excellent communication and presentation skills, comfortable with both execs & engineers. - Startup DNA: proactive, adaptable, customer-obsessed, and collaborative. - Ability to work both independently and collaboratively in a remote environment. Requirements - Experience at a high-growth security or SaaS startup. - Understanding of posture management, identity governance, API security. - Security certifications (CISSP, CCSP, GIAC). - Hands-on technical skills (scripting, SaaS, integrations).

• Craft and deliver outstanding technical presentations and architecturally sound demonstrations of Arango and its GenAI suite for clients. • Deliver demonstrations, drive Proof of Concepts/Technology (PoCs/PoTs) with prospects and customers, often in comparison to other (NoSQL) database technologies and other Machine Learning/AI enterprise solutions. • Utilize existing skillset and acquired Arango knowledge to build functional demos for various use cases that incorporate the core database as well as GenAI capabilities. • Evangelize Arango’s GenAI suite & core DB to prospects and potentially in 3rd party presentations and panel discussions designed to generate awareness. • Solve technical problems of our (potential) clients with the best solution. • Work closely with the Sales team in the US and Europe, participating in client meetings. • Contributions and feedback on technical whitepapers, conduct seminars, assist with trade shows, and other marketing-related events in this area • Communicate with and contribute to the worldwide Arango community. • Other duties as assigned from time to time.

• Create and deliver high-impact technical product presentations and demonstrations tailored to prospective enterprise customers. • Partner with stakeholders to gather technical requirements, ensuring proposed solutions are perfectly aligned with customer goals and infrastructure. • Lead product evaluations (POVs) and oversee custom product configurations to prove value in real-world environments. • Design comprehensive evaluation test plans with customers, guiding the technical sales process from initial discovery to a successful outcome.

• Partner with our Enterprise sales team to present SpyCloud solutions to customers, tailored for unique use cases and environments. • Leverage SpyCloud data to hunt adversaries and criminals, applying this to specific customer situations. • Drive channel partnerships through solution architect/SME engagement. • Conduct product demonstrations, technical presentations, requirements analysis, and evaluation management.