### Who you are
- 3+ years hands-on in vulnerability management or exposure management, as a practitioner or as a presales engineer selling it
- Working knowledge of the stack: scanners such as Tenable, Qualys, and Rapid7, cloud and application security findings, EDR, CMDB, and ITSM tools such as ServiceNow and Jira
- Fluency in prioritization: CVSS, EPSS, CISA KEV, asset criticality, exploitability, and compensating controls, plus an opinion on where each falls short
- Understanding of the five CTEM phases: scoping, discovery, prioritization, validation, and mobilization
- Comfort with APIs and messy data. You can read API docs, troubleshoot an integration, and make sense of a raw export
- Clear communication. You can make a point to a CISO in two minutes and defend it with an engineer for twenty
- Hunger to learn. You pick up new domains fast, on your own, and you use AI tools every day
- Speed and ownership. You are comfortable with change, short timelines, and work that has no playbook yet
- Coachability. You want direct feedback, and you act on it
- Experience running POVs or POCs with enterprise accounts
- Exposure to cyber risk quantification, FAIR, or third-party risk
- Scripting in Python or SQL
- Background in penetration testing, red team, threat intelligence, or incident response
- Experience presenting to CISOs or executive audiences
- If you’re passionate about cyber risk, thrive in a fast-paced environment, and want to be part of a team that’s redefining security, we want to hear from you ### What the job involves
- You are the technical lead on CTEM deals, from the first discovery call through a closed proof of value. You work between the customer's vulnerability management team, their CISO,



and our account executives
- Your job is to prove, in the customer's own data, that SAFE finds the exposures that matter and gets them fixed faster than what they run today
- You start as the CTEM expert on the team. Over your first year, you learn TPRM and CRQ so you can carry any PROTECTED deal
- Reports to: VP, Global Pre-Sales
- Level: Solution Architect or Senior Solution Architect, set by experience
- Run technical discovery. Map the customer's scanners, asset inventory, ticketing, and remediation workflow, then find where it breaks
- Deliver demos built for the buyer. Show their problem solved in their terms—no feature tours
- Own proofs of value. Write success criteria with the customer, connect their tools, and deliver measurable results on a deadline
- Win the technical argument. Position SAFE against legacy vulnerability management and other exposure management platforms, using facts and the customer's own data
- Speak to both rooms. Explain exploitability and remediation to engineers, then explain the same exposure in business and financial terms to a CISO
- Know your deals. Keep stage, blockers, and next steps current in our CRM and presales systems so the forecast holds
- Make the product better. Bring product what customers ask for, where we win, and where we have gaps
- Build what the team reuses. Demo environments, POV playbooks, and competitive notes
- By day 30: You know the platform and its integrations. You have shadowed live deals and passed your CTEM demo in front of the SA team
- By day 60: You lead CTEM discovery and demos with your account executives and co-run your first POV
- By day 90: You own CTEM POVs end to end and have started on TPRM

📌 Solution Architect (Canada)
🏢 Safe Security
📍 Canada