Lema AI · 5 hours ago
Solution Architect
New York, NY
Full-time
Hybrid
Senior Level
$170K/yr - $250K/yr
5+ years expLema AI is a fast-growing, venture-backed B2B SaaS company focused on transforming Third-Party Risk Management and cyber resilience through advanced AI. The Solution Architect will play a key role in customer engagement by translating complex risk challenges into clear value propositions while collaborating closely with Sales, Product, and Engineering teams.
ComputerNetwork Security
Responsibilities
Lead customer discovery and technical engagement, shaping how prospects evaluate Lema by aligning platform capabilities to real business, risk, and operational outcomes
Design and deliver high-impact product demonstrations that reflect customer priorities, industry context, and executive-level decision criteria—not just features
Translate Lema’s technical architecture and workflows into clear, defensible business value and ROI for security, risk, compliance, and procurement stakeholders
Synthesize customer insights and requirements to define future-state operating models with Lema, guiding technical validation and proof-of-concept strategy
Own the creation and evolution of customer-specific solution narratives and future-state materials that show how Lema integrates into existing processes and systems
Influence deal strategy by partnering closely with Sales to support complex evaluations, technical objections, and buying-committee alignment
Act as a technical voice of the customer, providing structured feedback to Product and Engineering to help shape roadmap priorities and market positioning
Contribute to building scalable presales practices as Lema grows, helping define how Sales Engineering operates in a high-growth, early-stage environment
Qualification
Required
5+ years of proven experience as a Sales Engineer, Solutions Engineer, or Technical Presales professional supporting cybersecurity solutions
Strong ability to lead discovery with senior technical and business stakeholders, translating ambiguous requirements into clear solution strategies
Experience positioning technical platforms in terms of business value, risk reduction, operational efficiency, and ROI—particularly for enterprise or regulated customers
Demonstrated success designing and delivering executive-level product demonstrations, solution narratives, and proof-of-concept engagements
Strong technical aptitude, with the ability to understand system architectures, workflows, integrations, and data flows without needing to be a hands-on engineer
Experience collaborating cross-functionally with Product, Engineering, Sales, and Customer Success to influence deal strategy and product direction
Ability to synthesize customer feedback into structured insights that inform roadmap prioritization and go-to-market positioning
Excellent written and verbal communication skills, including the ability to present complex concepts clearly to both technical and non-technical audiences
High degree of ownership, accountability, and comfort making decisions in fast-moving, high-context environments
Preferred
Experience with Third-Party Risk Management (TPRM), GRC, cybersecurity, compliance, or risk-focused platforms
Experience selling solutions with Agentic AI capabilities and translating
Foundational knowledge of cybersecurity principles, including risk assessment, threat modeling, controls, and monitoring
Familiarity with third-party risk management concepts, including vendor onboarding, assessments, evidence collection, scoring, and remediation workflows
Working knowledge of common security and compliance frameworks such as ISO 27001, SOC 2, NIST, and related risk control structures
Understanding of data protection and privacy concepts relevant to enterprise customers
Security Certifications: CISSP, Security +
Benefits
Employee Stock options grant
Unlimited PTO
401k
Health Benefits
Company
Lema AI
Lema AI providing an always-up-to-date context for decision making.
11-50 employees
Funding
Current Stage
Early StageCompany data provided by crunchbase