Senior Solutions Engineer, Enterprise

About the role

Leads technical engagements with Vanta's enterprise and VIP customers alongside Sales, covering discovery, demos, proof-of-value and post-sale expansion to drive acquisition, cross-sell and retention. Suits a pre-sales technical professional with at least five years of customer-facing Solutions or Sales Engineering experience and hands-on cloud platform knowledge.

What you'll do

• Lead technical discovery with prospects to understand their security, compliance, cloud infrastructure and development workflows.
• Partner with Account Executives on deal strategy, identify technical champions, and guide prospects through evaluation, proof-of-value and purchase decisions.
• Deliver tailored product demonstrations, walkthroughs and integration deep dives aligned to customer use cases and success criteria.
• Partner with Account Executives post-sale to identify expansion opportunities, lead technical cross-sell discussions and demonstrate new platform capabilities.
• Act as primary technical advisor during evaluation, addressing technical objections, competitive comparisons and solution fit.
• Develop and maintain deep expertise in product capabilities, integrations, configurations, APIs, partner ecosystem and competitive landscape.
• Design and explain how the solution integrates with customers' cloud providers, identity systems, version control platforms and security tooling.
• Ensure a clean technical handoff to Customer Success and Implementation teams post-sale.
• Architect technical expansion strategies and custom solution proofs for growing accounts, driving up-sell motions.
• Respond quickly and effectively to inbound technical questions from Sales and prospects.
• Help qualify opportunities by identifying technical fit, risks and dependencies early in the sales cycle.
• Participate in account planning, QBRs and expansion conversations by demonstrating ongoing technical value.
• Capture and communicate structured customer feedback to Product to influence Upmarket roadmap priorities.
• Build reusable demos, technical documentation, reference architectures and enablement materials with Product, Success and Marketing.
• Share field learnings to improve sales motions, messaging and technical positioning.
• Contribute to a collaborative, inclusive Solutions Engineering culture and mentor peers on technical selling best practices in the Upmarket segment.
• Architect technical expansion strategies and custom solution proofs for growing accounts, driving active commercial up-sell motions rather than post-sale support or routine maintenance.

What you'll need

• 5 years of pre-sales customer-facing technical experience as a Solutions Engineer, Sales Engineer or equivalent title
• Hands-on experience with cloud platforms: AWS, Google Cloud, Microsoft Azure and operating systems (Windows, MacOS, Linux) and cloud application architecture
• Strong project management skills with a proven ability to operate effectively in uncertain environments
• Creative, curious, technical and naturally persuasive
• Detail-oriented and organized
• Solution oriented with problem solving abilities
• Enjoys listening to customers, discussing strategy with colleagues and diving into the weeds
• Able to interact with technical, security-minded and executive stakeholders within large companies
• General knowledge of a scripting language (Python, Ruby, Bash, JavaScript) and a desire to expand those skills
• Uses AI in day-to-day work to amplify skills, applies it across routine workflows, builds fluency through experimentation and applies sound judgment to AI-assisted work

Nice to have

• Familiarity with REST API development, MCP and service integrations
• Prior B2B SaaS experience

Benefits listed by Vanta

• Industry-competitive salary and equity
• Comprehensive medical, dental and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
• 16 weeks paid parental leave for all new parents
• Health and wellness stipend
• Remote workspace, internet and cellphone stipend
• Commuter benefits for team members who report to the SF and NYC offices
• Family planning benefits
• Matching 401(k) contribution with immediate vesting
• Flexible PTO policy plus 80 hours of sick time
• 11 company-paid holidays
• Virtual team building activities, lunch and learns and company-wide events

Tools & skills mentioned