Solutions Engineer - Material Security

Material Security is hiring a Solutions Engineer on our Go-To-Market Team to run the technical side of the sales process for our prospects. This is a customer-facing security role where you will run technical discovery, tailored demos, and evaluations to help buyers understand how Material fits their environment and why it matters.

Responsibilities

External Responsibilities

• Lead technical discovery calls that surface real pain, current environment, buying criteria, and blockers.
• Run product demos that connect features to customer risk, workflow, and business impact.
• Own or support evaluations and proof-of-value work with clear success criteria.
• Handle objections with clarity and good judgment.
• Partner with AEs, product, engineering, design, marketing, and customer success throughout the sales cycle.
• Turn field feedback into clear product, positioning, and enablement input.

Internal Responsibilities

• Spot GTM process issues that waste time, hide signal, or create unnecessary manual work.
• Build lightweight automations, workflows, scripts, or internal tools that help the team move faster.
• Improve systems across CRM, outbound tooling, demo and POC setup, Google Workspace, and adjacent GTM workflows.
• Turn repeated SE work into reusable assets, templates, and operating guides.
• Document what you build so other people can use it and improve it.
• Use good judgment about what should be a quick fix, what should become a team standard, and what should stay manual.

What We're Looking For

• Experience in a customer-facing security role such as Solutions Engineer, Sales Engineer, Solutions Architect, or Security Consultant.
• Hands-on experience with cybersecurity products and real environments, especially Google Workspace or Microsoft 365.
• Strong discovery, demo, and evaluation skills.
• Clear communication with both technical admins and non-technical stakeholders.
• Comfort using APIs, scripts, spreadsheets, no-code tools, or AI-assisted workflows to remove manual work.
• A track record of building something useful for teammates, customers, or internal operators.
• Good instincts on scope. You know when to ship the fast version and when to slow down.
• Curiosity, low ego, and a willingness to say, "I don't know yet, but I'll figure it out."
• Genuine interest in email security, cloud security, and how modern teams actually buy and run these tools.

Nice to Have

• Experience using AI-assisted software development tools.
• Experience supporting SMB or MSP buyers.
• Experience with email security, post-breach response, or adjacent security categories.
• Experience creating reusable demo environments, eval tooling, or internal workflow automation.
• Experience working in an early-stage or fast-moving startup environment.