Senior Sales Engineer - West Coast
As a Senior Sales Engineer at Native, you'll be the technical powerhouse supporting our sales team — bridging the gap between innovative cloud security solutions and our customers' real-world cloud architectures. You'll own the technical side of the sales cycle and help customers understand how Native delivers measurable security outcomes across AWS, Azure, GCP, and OCI. You'll partner closely with Account Executives to run technical discovery, tailor demos to real customer problems, and drive evaluations from initial call through successful close. This is a high-impact role for someone who thrives in a startup setting, loves solving complex cloud security problems, and enjoys working hands-on with cloud technology. This role is based in the West Coast US area Description → Key Responsibilities Lead technical discovery with security, cloud, and platform teams to understand architecture, risk posture, and success criteria Deliver focused, customer-specific demos that map Native's capabilities to real enterprise cloud environments Plan and run hands-on evaluations and POVs across AWS, Azure, GCP, and OCI, including simulation and enforcement workflows Act as a technical advisor on cloud security architecture, governance, and compliance-driven controls Partner closely with Account Executives to progress deals through technical ownership and credibility Support security reviews, RFPs, and technical deep dives required in enterprise buying cycles Represent Native at major industry tradeshows and field events (e.g., RSA, AWS re:Invent, Microsoft Ignite, fwd:cloudsec) — running booth demos, customer meetings, and technical conversations on the floor Feed customer and field insights back to Product and Engineering to influence roadmap and usability Stay current on cloud security trends and contribute to internal enablement and best practices Travel as needed for on-site customer meetings, POVs, and field events
Requirements
What We’re Looking For 8+ years of relevant industry experience, including 5+ years as a Sales Engineer or Solutions Architect supporting large enterprise customers in cybersecurity or cloud infrastructure Based in the East coast Hands-on cloud experience — can describe how a CSPM or CNAPP is deployed and some of the challenges often faced? Expertise in at least one major cloud (AWS, Azure, GCP, or OCI), with working familiarity across multi-cloud environments; exposure to native preventative primitives (SCPs/RCPs, Azure Policy, GCP Org Policies, or OCI Policies) is a strong plus, as is OCI experience Track record of leading complex technical evaluations that moved deals forward — not just supporting demos Excellent communication skills with both technical and non-technical stakeholders, including senior security and cloud leaders Comfortable operating with high ownership in a fast-paced, early-stage environment AWS or other cloud certification (current or expired) is a plus; prior startup experience is also a plus
What We Offer
Competitive salary and equity in a high-growth startup. Remote work model based in New York, Boston, or Atlanta Comprehensive health benefits, flexible PTO, and professional development opportunities. Collaborative culture with regular team events and a direct impact on product direction. The opportunity to work with world-class talent in a mission-driven environment tackling one of the biggest challenges in modern IT.