Channel Sales Engineer - Series A AI Vendor

Channel Sales Engineer – Up to $320k OTE

Company Overview:

Our client is an innovative cybersecurity company developing next-generation, AI-powered penetration testing technology. Its platform uses advanced offensive AI to continuously identify, validate and help remediate exploitable vulnerabilities across applications, APIs, cloud environments and external attack surfaces.

By combining proprietary AI technology with the expertise of elite security researchers, the business is transforming traditional penetration testing into a continuous, scalable process that helps organisations identify genuine security risks before attackers can exploit them.

With strong investor backing and an ambitious growth strategy, this is an exciting opportunity to join a fast-growing cybersecurity business at the forefront of AI and offensive security.

The Role:

We are seeking a technically strong, commercially minded Channel Sales Engineer to support the growth of our client's US partner ecosystem.

Working closely with channel leadership, sales teams and external partners, you will act as the primary technical resource for channel-led opportunities. You will enable resellers, distributors, managed security service providers (MSSPs) and strategic partners to understand, demonstrate and successfully position the company's technology to their customers.

This is a hands-on, customer-facing role combining technical presales, partner enablement and cybersecurity expertise. You will lead product demonstrations, support proof-of-concept (POC) engagements and help partners articulate the value of AI-powered penetration testing to enterprise security teams.

Key Responsibilities:

• Partner enablement: Train and enable channel partners to confidently position, demonstrate and sell the company's cybersecurity platform.
• Technical demonstrations: Deliver compelling product demonstrations tailored to partner and end-customer requirements.
• Proofs of concept: Lead and support technical evaluations, POCs and trials, ensuring clear success criteria and demonstrable value.
• Partner engagement: Work alongside channel managers, resellers, MSSPs and strategic partners to develop technical relationships and support revenue opportunities.
• Technical expertise: Explain complex cybersecurity concepts, including penetration testing, application security and vulnerability management, to both technical and non-technical audiences.
• Solution design: Understand customer environments and requirements, translating technical challenges into appropriate product solutions.
• Sales collaboration: Partner with account executives and channel sales teams throughout the sales cycle, helping progress opportunities and overcome technical objections.
• Customer feedback: Share insights from partner and customer engagements with Product and Engineering teams to help shape product development and go-to-market strategy.
• Enablement resources: Develop technical presentations, demonstration environments, training materials and repeatable playbooks that improve partner effectiveness.
• Market representation: Represent the business at partner meetings, customer engagements and relevant cybersecurity events across the US.

Requirements:

• Experience: 4–7+ years in a Sales Engineer, Solutions Engineer, Channel Sales Engineer, Security Consultant or similar technical customer-facing role.
• Cybersecurity background: Strong understanding of cybersecurity technologies, ideally including application security, penetration testing, offensive security, vulnerability management or cloud security.
• Channel experience: Previous experience supporting channel partners, resellers, MSSPs, distributors or systems integrators in a technical presales capacity.
• Technical presales: Proven ability to deliver product demonstrations, lead POCs and guide customers through technical evaluations.
• Communication: Excellent presentation and communication skills, with the ability to explain complex security challenges and technical solutions clearly.
• Commercial awareness: An understanding of enterprise sales cycles and how technical presales activity contributes to partner-sourced and partner-influenced revenue.
• Relationship building: Ability to develop trusted relationships with technical partners, sales teams, security practitioners and senior stakeholders.
• Entrepreneurial mindset: Comfortable working in a fast-paced, high-growth environment where processes are evolving and individual ownership is important.
• Travel: Willingness to travel within the US for partner enablement, customer meetings and industry events as required.

Desirable Experience:

• Experience with AI-driven security tools, automated penetration testing or offensive security platforms.
• Familiarity with web application security, APIs, cloud infrastructure, DevSecOps or CI/CD environments.
• Experience building channel presales processes or technical enablement programmes from the ground up.
• Relevant cybersecurity certifications or hands-on security testing experience.

Why Consider This Opportunity?

• Join a high-growth cybersecurity company operating at the intersection of AI and offensive security.
• Work with innovative technology that is changing how organisations approach penetration testing.
• Play a key role in developing and scaling a growing US channel ecosystem.
• Collaborate with leading security partners and enterprise customers.
• Enjoy significant ownership, cross-functional exposure and the opportunity to influence the company's US go-to-market strategy.
• Be part of an ambitious team backed by leading investors, with opportunities to grow alongside the business.