Role Description Smartsheet is looking for an Enterprise Senior Solutions Engineer who has a passion for solving complex challenges. In this role, you will partner directly with Sales to provide technical leadership throughout the sales process, navigating intricate deal cycles, providing value-based demonstrations, and serving as a trusted advisor to prospects and clients throughout their evaluations. You will be a force multiplier within the Solutions Engineering organization that is on a mission to grow revenue and to empower anyone to drive meaningful change — for themselves, their businesses, and the world. This role is part of the Go to Market team Enterprise Expansion and can be based remotely from anywhere in the US where Smartsheet is a registered employer. You Will: - Identify, build, and demonstrate innovative solutions to solve complex business challenges for high visibility Smartsheet customers - Lead technical sales engagements, collaborate closely with sales teams to identify customer requirements, summarize challenges, design solutions, and provide technical guidance that demonstrates the value of Smartsheet's offerings - Conduct discovery sessions to uncover business processes and challenges to inform the sales and solution delivery strategy - Establish yourself as a strategic partner to Sales, Product, Customer Success, and Professional Services to provide a great overall customer experience and drive revenue growth - Proactively grow and maintain deep knowledge for all Smartsheet products, services, and competitors - Actively seek opportunities for cross-functional collaboration and partnership with various departments to support and execute strategic plans and initiatives - Leverage your expertise to lead or participate in the onboarding, mentoring, and coaching of team members - Partner with SE and Product teams to represent the voice of the customer and inform product roadmaps - Consult and collaborate on strategic programs within the Solutions Engineering department - Stay up-to-date on industry trends and best practices, consulting your customers and peers as both a Smartsheet product and industry discipline subject matter expert - Periodically travel to customer sites and industry events as a technical subject matter expert Qualifications - 8+ years of experience as a PreSales Solutions Engineer, Solutions Consultant, Solution Architect, or related field in the SaaS and enterprise B2B software industry - Critical thinking skills, a growth mindset, and experience analyzing, evaluating, and synthesizing complex problems - Previous experience working with relevant technologies, for example: CWM, DAM, MAM, ECM, WCM, CMS, PIM - Strong technical skills and comfort working in ambiguous and high-pressure situations - Experience taking a consultative approach to problem solving and positioning solutions - Excellent communication and presentation skills, with the ability to adapt communication style to various personas, and convey technical information to both technical and non-technical audiences - Demonstrated experience playing an ownership role in working cross-functionally to support a customer journey - Relentless curiosity and a commitment to excellence Benefits - Employer subsidized medical/vision and dental coverage for full-time employees - 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay) - Monthly stipend to support your work and productivity - Flexible Time Away Program, plus Sick Time Off - US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans - US employees receive 12 paid holidays per year - Up to 24 weeks of Parental Leave - Personal paid Volunteer Day to support our community - Opportunities for professional growth and development including access to Udemy online courses - Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account - Teleworking options from any registered location in the U.S. (role specific) - Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. - US Base Salary Pay Range: $132,500 — $162,500 USD Equal Opportunity Employer Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.

Role Description Axiad is the identity security company building Axiad Mesh — the identity risk decision platform for the IVIP era. Mesh translates identity exposure into financial impact, prioritizes risk across human, machine, and agentic identities, and drives remediation through existing operational systems. We need a Solutions Architect who can carry the Axiad Mesh story into the field and make it real. This role goes well beyond traditional sales engineering — you are the technical face of Mesh in the market. You sit across the table from CISOs and identity architects, connect Mesh’s capabilities to the identity risk outcomes they’re accountable for, and turn that conversation into action. You run live demos, configure environments, architect proof-of-value engagements, and do the technical heavy lifting that moves deals forward. You will operate at the intersection of sales, product, and the market — shaping how customers experience Mesh, feeding real-world signal back to product and engineering, and influencing the GTM motion from the field. This is a high-impact, high-visibility role with a direct line to executive leadership and a clear path to grow with the business. Role Responsibilities - Own the Mesh technical narrative in the field. Translate IVIP positioning, FAIR/ALE risk quantification, and closed-loop remediation into compelling, customer-specific stories that move deals from discovery through close. - Serve as a strategic technical advisor to prospects and customers — map identity exposure to business risk and prescribe Mesh as the path from “you are exposed” to “this is fixed.” - Design and deliver proof-of-value engagements end-to-end: run live product demos, configure customer environments, and execute the technical heavy lifting that compresses time-to-value — measurable outcomes in days, not weeks. - Serve as the primary technical resource on every qualified deal — own demos, technical discovery, objection handling, and solution design alongside the sales team. Shape deal strategy, identify expansion opportunities, and influence procurement through technical authority. - Represent Axiad at industry events, conferences, webinars, and customer advisory sessions as a subject matter expert — credible in the weeds and commanding on stage. - Act as the voice of the customer internally. Feed field intelligence directly back to product management and engineering to shape the roadmap. - Develop sales enablement assets: competitive battlecards, reference architectures, demo environments, and technical differentiation narratives for live deal situations. Qualifications - 8+ years in solutions architecture, sales engineering, or technical pre-sales in B2B cybersecurity or identity security. - Strong understanding of risk quantification frameworks (FAIR/ALE preferred) and the ability to translate technical exposure into business-risk language for executive audiences. - Proven ability to lead complex proof-of-value and proof-of-concept engagements that directly influenced deal outcomes. - Experience with cloud platforms (AWS, Azure, GCP) and modern identity infrastructure. - Familiarity with security protocols, cryptographic principles, and networking fundamentals. - Bachelor’s degree in Computer Science, Information Technology, Cybersecurity, or related field. Relevant certifications (CISSP, CISM, CKA, AWS Solutions Architect) are a plus. - Willingness to travel up to 50% for customer engagements, events, and field activity. Benefits - A real platform with structural differentiation. - A CRO partner who values technical authority in the field. - Executive visibility from day one. - The rare chance to be the voice that makes a new category credible to the buyers who matter most. - $200,000/year to $250,000 OTE + bonus + equity. Company Description We are a fast-moving company and are looking for candidates with growth potential, eager to learn and who can demonstrate their abilities and motivation to contribute in a fast-paced environment. Axiad offers a competitive compensation and benefits. You will work in a fun and creative environment with a talented group of individuals that have a passion for building great solutions.

• Develop and deliver technical presentations to demonstrate enterprise solutions, ease-of-configuration, simplicity of architecture, and intelligence of workflows providing the opportunity for customer interaction and demonstrating excellent presentation skills. • Effectively communicate solution value to the business and technical audiences that is clear and satisfies prospective customer requirements and/or inquiries. • Provide needs assessment, consultation, technical solutions, and customer support with a team of Saviynt professionals. • Collaborate with both the sales and global bid team members to respond to satisfy prospective customer inquiries resulting from an RFx. • Assist members of the global bid team and collaborate with members of the product management team in the curation of RFx responses. • Effectively communicate with sales directors and sales management, working proactively and independently to prioritize and manage top regional opportunities, driving them to closure. • Regularly provide solution feedback and competitive intel from the field to Saviynt product management, solutions strategy, and marketing teams. • Ramp and coach Solutions Engineers on solution demonstration, RFP responses and presentations, technical overviews, POC scope management, and execution. • Up to 40% domestic travel

• Identify, build, and demonstrate Smartsheet solutions that solve specific customer problems • Lead technical sales engagements, collaborate closely with sales teams to identify customer requirements, summarize challenges, design solutions, and provide technical guidance that demonstrates the value of Smartsheet's offerings • Conduct discovery sessions to uncover business processes and challenges to inform the sales and solution delivery strategy • Partner with Sales, Product, Customer Success, and Professional Services teams to provide a great overall customer experience and drive revenue growth • Grow and maintain knowledge for all Smartsheet products, services, and competitors • Participate in cross-functional and department-wide projects that support strategic initiatives • Provide feedback to Product teams to ensure that our solutions continue to align with customer needs • Periodically travel to customer sites as a technical subject matter expert