Job description

Early-Stage Start-Up Opportunity Are you ready to join an early-stage startup that secures the data and AI behind some of the world's most regulated enterprises? Be part of a team that is changing how enterprises secure and govern their data and AI, from inside the data store. The Solutions Engineer plays a mission-critical role at the intersection of technology, customers, and revenue. As an SE, you are the technical voice customers trust from first call to proof of value. You turn a security, data, or AI leader's real problems, such as insider risk, over-broad access, sensitive data exposure, or ungoverned AI agents, into a clear picture of how Theom solves them inside their environment. You will partner with Account Executives, work directly with security, data platform, AI, and compliance teams, and carry customer needs back to Product and Engineering. This is not a purely technical role, and it is not a traditional quota-carrying sales role. It is a hybrid startup role for someone equally comfortable in customer conversations, architecture discussions, live demos, proofs of value, and cross-functional collaboration. We are looking for a true startup mindset: a bias to action, comfort with ambiguity, and the drive to build the playbook rather than inherit one. What You'll Do • Partner with Account Executives on technical discovery and qualification, and help shape deal strategy. • Deliver clear, tailored demos built around what customers care about: Identity, Access, Activity, and Exposure, for security, governance, AI, and privacy teams. • Lead proofs of value in customer Snowflake, Databricks, BigQuery, AWS, and Azure environments, from scoping and success criteria through readout. Our platform is built to surface first findings within hours. • Explain product architecture with confidence to security and data teams: a scoped read-only identity, dedicated compute, and a stateless control plane, so data and controls stay in the customer's environment. • Show how the product governs AI, including in-store agents such as Snowflake Cortex and Databricks Genie, and connected agents that reach data through credentials. • Position the product alongside the tools customers already run, such as catalogs, IAM, DSPM, and SIEM. • Respond to security questionnaires and RFPs and support technical due diligence. • Bring field feedback to Product and Engineering, and help sharpen our messaging and competitive positioning. • Build demo assets, reference architectures, and enablement content. What We're Looking For • 2 to 4 years in a customer-facing technical role, such as Solutions Engineer, Sales Engineer, Solutions Architect, or Customer Success Engineer. • Working knowledge of a cloud data platform (Snowflake, Databricks, or BigQuery) and at least one major cloud (AWS, Azure, or GCP). • Comfort with SQL and basic scripting. • Excellent communicator who can explain technical concepts clearly to both technical and executive audiences. • Curiosity about security, data governance, or AI, and the drive to learn fast. Bonus Points / Preferred Qualifications • Exposure to data security, DSPM, DLP, IAM, or cloud security. • Experience running POCs or POVs against defined success criteria. • Familiarity with SOC 2, GDPR, the EU AI Act, HIPAA, or PCI. • Interest in AI governance and how agents access enterprise data. • Experience at a security or data infrastructure startup. Location & Work Arrangement • Location: Santa Clara, CA • Work arrangement: In office four days a week, where the best ideas happen in person. Compensation & Benefits • Base salary: $140,000 to $200,000, depending on experience. • Variable compensation and equity: performance-based variable pay on top of base, plus equity. • Benefits: health, dental, and vision with FSA/HSA, One Medical, Health Advocate, a 401(k), PTO, parental and bereavement leave, and team and company off-sites.

Requirements

Must-haves

Early-Stage Start-Up Opportunity
Partner with Account Executives on technical discovery and qualification, and help shape deal strategy.
Deliver clear, tailored demos built around what customers care about: Identity, Access, Activity, and Exposure, for security, governance, AI, and privacy teams.
Lead proofs of value in customer Snowflake, Databricks, BigQuery, AWS, and Azure environments, from scoping and success criteria through readout. Our platform is built to surface first findings within hours.
Explain product architecture with confidence to security and data teams: a scoped read-only identity, dedicated compute, and a stateless control plane, so data and controls stay in the customer's environment.
Show how the product governs AI, including in-store agents such as Snowflake Cortex and Databricks Genie, and connected agents that reach data through credentials.
Position the product alongside the tools customers already run, such as catalogs, IAM, DSPM, and SIEM.
Respond to security questionnaires and RFPs and support technical due diligence.
Bring field feedback to Product and Engineering, and help sharpen our messaging and competitive positioning.
Build demo assets, reference architectures, and enablement content.
2 to 4 years in a customer-facing technical role, such as Solutions Engineer, Sales Engineer, Solutions Architect, or Customer Success Engineer.
Working knowledge of a cloud data platform (Snowflake, Databricks, or BigQuery) and at least one major cloud (AWS, Azure, or GCP).
Comfort with SQL and basic scripting.
Excellent communicator who can explain technical concepts clearly to both technical and executive audiences.
Curiosity about security, data governance, or AI, and the drive to learn fast.
Exposure to data security, DSPM, DLP, IAM, or cloud security.
Experience running POCs or POVs against defined success criteria.
Familiarity with SOC 2, GDPR, the EU AI Act, HIPAA, or PCI.
Interest in AI governance and how agents access enterprise data.
Experience at a security or data infrastructure startup.
Location & Work Arrangement
Location: Santa Clara, CA
Work arrangement: In office four days a week, where the best ideas happen in person.

Nice-to-haves

Bonus Points / Preferred Qualifications

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aiawsazuregcpsql

Platform: manatal
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto