What are the responsibilities and job description for the Solution Architect position at Lema ai?
We areLema AI is a fast-growing, venture-backed B2B SaaS company on a mission to ensure modern businesses never fail because of a third-party incident. We’re reimagining the stagnant Third-Party Risk Management (TPRM) and cyber resilience space by moving companies from reactive compliance to proactive, real-time risk prevention powered by advanced AI.Already trusted by industry-leading enterprises, Lema is entering a phase of hypergrowth. We’re tripling our team as we build a category-defining platform, guided by a culture of radical ownership, transparency, and fast, cross-functional execution. If you thrive in high-context, high-impact environments, you’ll feel at home here.About the RoleThe Sales Engineer plays a critical role in shaping how customers understand, evaluate, and adopt Lema’s platform. This role sits at the intersection of customer discovery, technical storytelling, and solution design—translating complex third-party risk challenges into clear, differentiated value. You will partner closely with Sales, Product, and Engineering to lead high-impact customer engagements. This role focuses on understanding customer risk, compliance, and operational priorities, and translating them into a clear, compelling vision of how Lema transforms third-party risk management.As a pivotal member of the go-to-market team, you will influence deal strategy, guide proof-of-concept decisions, and establish technical credibility with security, risk, and compliance stakeholders. You will lead customer discovery and technical storytelling, designing high-impact demos and solution narratives that directly align to customer outcomes.Beyond individual opportunities, you will help shape how Sales Engineering operates at Lema—contributing to presales best practices, demo strategy, and feedback loops into Product and Engineering. This role is ideal for an experienced Sales Engineer who values autonomy, thrives in high-growth environments, and wants direct influence over how a category-defining platform reshapes the market.What You’ll DoLead customer discovery and technical engagement, shaping how prospects evaluate Lema by aligning platform capabilities to real business, risk, and operational outcomesDesign and deliver high-impact product demonstrations that reflect customer priorities, industry context, and executive-level decision criteria—not just featuresTranslate Lema’s technical architecture and workflows into clear, defensible business value and ROI for security, risk, compliance, and procurement stakeholdersSynthesize customer insights and requirements to define future-state operating models with Lema, guiding technical validation and proof-of-concept strategyOwn the creation and evolution of customer-specific solution narratives and future-state materials that show how Lema integrates into existing processes and systemsInfluence deal strategy by partnering closely with Sales to support complex evaluations, technical objections, and buying-committee alignmentAct as a technical voice of the customer, providing structured feedback to Product and Engineering to help shape roadmap priorities and market positioningContribute to building scalable presales practices as Lema grows, helping define how Sales Engineering operates in a high-growth, early-stage environment Requirements:Requirements5 years of proven experience as a Sales Engineer, Solutions Engineer, or Technical Presales professional supporting cybersecurity solutionsStrong ability to lead discovery with senior technical and business stakeholders, translating ambiguous requirements into clear solution strategiesExperience positioning technical platforms in terms of business value, risk reduction, operational efficiency, and ROI—particularly for enterprise or regulated customersDemonstrated success designing and delivering executive-level product demonstrations, solution narratives, and proof-of-concept engagementsStrong technical aptitude, with the ability to understand system architectures, workflows, integrations, and data flows without needing to be a hands-on engineerExperience collaborating cross-functionally with Product, Engineering, Sales, and Customer Success to influence deal strategy and product directionAbility to synthesize customer feedback into structured insights that inform roadmap prioritization and go-to-market positioningExcellent written and verbal communication skills, including the ability to present complex concepts clearly to both technical and non-technical audiencesHigh degree of ownership, accountability, and comfort making decisions in fast-moving, high-context environmentsNice-to-haveExperience with Third-Party Risk Management (TPRM), GRC, cybersecurity, compliance, or risk-focused platformsExperience selling solutions with Agentic AI capabilities and translatingTechnical Skills and CertificationsFoundational knowledge of cybersecurity principles, including risk assessment, threat modeling, controls, and monitoringFamiliarity with third-party risk management concepts, including vendor onboarding, assessments, evidence collection, scoring, and remediation workflowsWorking knowledge of common security and compliance frameworks such as ISO 27001, SOC 2, NIST, and related risk control structuresUnderstanding of data protection and privacy concepts relevant to enterprise customersSecurity Certifications: CISSP, Security Why Join Lema AIImpact: Build a category-defining platform that safeguards how modern businesses operate.Ownership: Join a culture that gives you full context, autonomy, and trust to drive outcomes.Compensation & Benefits: Competitive salary, equity package, and additional perksVelocity: Work with exceptional peers in a high-energy, low-bureaucracy environment.Growth: Shape a company that’s scaling rapidly, backed by Tier 1 investors and visionary customers.Compensation & Benefits:Salary range: 240k-280k (based on experience)Employee Stock options grant Unlimited PTO401kHealth Benefits
Salary : $69 - $91