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HiddenLayer is seeking a VP of Solutions Architecture to lead and manage the pre-sales team, driving revenue through technical expertise during complex enterprise sales cycles. The role combines leadership, technical depth, and business acumen to support the company's rapid growth in AI security.
You will oversee all pre-sales activities including technical demonstrations, proof-of-concepts (POCs), and solution architecture. Working closely with sales, product, and engineering teams, you'll ensure prospects and customers understand the value of HiddenLayer's SaaS platform for protecting against adversarial AI attacks.
Key responsibilities include:
- Leading and managing Sales Engineers and Solution Architects
- Partnering with sales to design tailored solutions addressing customer business challenges
- Developing and executing pre-sales strategy aligned with company sales goals
- Overseeing product demonstrations, solution presentations, and POC engagements
- Acting as a trusted advisor to prospects and customers on technical and business matters
- Collaborating cross-functionally with product, engineering, and marketing teams
- Building, mentoring, and developing a high-performing pre-sales team
- Continuously improving pre-sales processes, methodologies, and tools
- Serving as liaison between customers and product/engineering teams on feature requests
- Defining, tracking, and reporting on key pre-sales metrics (win rates, POC success rates, time to close)
- Managing stakeholder relationships with sales, product, and executive leadership
HiddenLayer recently raised $100M in Series B funding led by Delta-v Capital with backing from Morgan Stanley, Microsoft's venture arm, and Booz Allen Hamilton. The company has achieved 10x revenue growth, 50+ new enterprise customers, and deployments across defense, finance, and major AI platforms.
The company is fully remote with a global team, offering home office stipends, comprehensive health and wellness benefits, unlimited flexible time off, and a dedicated learning and development fund.
REQUIREMENTS:
- Excellent leadership, coaching, and mentoring skills with ability to build high-performing teams
- Proven experience in technical sales or sales engineering roles within cybersecurity, preferably AI security
- Exposure to at least 2 of the following technologies: Docker, Kubernetes, API Integration, Python/other scripting languages, Cloud networking
- Strong understanding of cybersecurity principles, methodologies, and technologies with focus on AI-driven security solutions
- Proven comfort with cloud DevOps, cloud security, command line, and leveraging APIs
- Proficiency in articulating technical concepts and value propositions to technical and non-technical audiences
- Experience conducting product demonstrations, POCs, and technical presentations
- Excellent interpersonal and communication skills
- Self-motivated with passion for technology and drive for continuous learning
- Willingness to travel as needed to client sites and industry events
