Sr. Sales Engineer, Southwest

Who We Are Ready to make a real impact in cybersecurity? At Critical Start, we’re not just protecting organizations; we’re redefining how it’s done. We’re a team united by an inspiring purpose: to stop breaches, simplify security, and shape the future of cyber defense. If you’re passionate about cutting-edge technology, thrive in a collaborative environment, and want your work to truly matter, you’ve found your home. We deliver 24x7 AI-accelerated, human-validated detection, investigation, and response across IT and OT. This means we cut through the noise, investigate real threats, and take trusted, SLA-backed action—all powered by the brightest minds and the latest AI. Since 2012, we’ve been helping organizations outpace evolving attacks with faster response, fewer escalations, and measurable risk reduction. Innovation isn’t just a buzzword here; it’s our DNA. We pioneered the first MOBILESOC app for on-the-go detection and response, infused AI into automated alert resolution to eliminate noise, and slashed investigation time by an astounding 99.3%. We’re transforming how security teams work, and you could be a part of it. From AI-assisted triage to analyst copilots that elevate human expertise, we combine machine intelligence with human judgment to deliver outcomes our customers’ trust. If you’re looking for a high-trust, high-impact team where your ideas are amplified by AI and valued by colleagues and customers alike, Critical Start is the place for you. Come build the future of cybersecurity with us. Who You Are The role of Sr. Sales Engineer, also known as a Security Consultant at Critical Start, is of paramount importance as you take on the mantle of the primary technical support for our Managed Detection & Response (MDR) Offering within the sales process. Your profound knowledge in cybersecurity, coupled with strong interpersonal abilities, will be pivotal in aiding potential customers to comprehend how our MDR solution can elevate their existing detection and response programs. Your regular duties encompass a range of activities, such as providing comprehensive solution overviews and conducting immersive “day in the life” portal demonstrations. Collaborating closely with the assigned Account Executive(s) and Channel Partners in your designated territory, you’ll jointly craft and execute a sales plan aimed at achieving success. The crux of your role involves employing your technical proficiency and adept communication skills to underscore the value of our MDR solution throughout the sales journey. Leveraging your cybersecurity expertise, you’ll guide customers in comprehending the advantages and potential of our MDR offering, demonstrating how it can bolster their organization's security stance. Through solution overviews and interactive demos, you’ll shine a light on the functionalities and features inherent in our MDR platform. Along with Account Executive(s) and Channel Partners, you’ll work collaboratively to identify customer requirements, address any technical queries or uncertainties, and offer tailored solutions that align precisely with their needs. In the process, you’ll cultivate robust relationships with potential customers, gaining insight into their unique challenges and presenting our MDR offering as the optimal solution. Your role as a Sr. Sales Engineer holds substantial importance within the sales team. You’ll contribute to the overarching sales strategy, thereby fostering revenue growth. Your adeptness and your knack for effectively showcasing the capabilities of our MDR solution will be a linchpin in acquiring new customers and expanding our foothold in the market. What You Will Be Doing? In your designated geography (southwest), you will have direct interaction with Critical Start's potential customers, Sales Representatives, Channel Partner Representatives, and Sales Engineers. Your responsibilities will include: Participating in regular discussions about our CORR (Cyber Operations Risk & Response) platform and SOC capabilities. Utilizing supporting materials to illustrate how our MDR offering can seamlessly integrate into the incident response workflow of potential customers. Conducting scoping conversations that align with our primary toolset, which includes EPP/EDR, SIEM, and Identity solutions. Collaborating with Account Managers to strategize and plan account-specific approaches. Delivering demonstrations of our CORR Portal and MobileSOC Application. Demonstrating in-depth knowledge of third-party products, highlighting their technical differentiators and use cases to prospects and partners. Establishing and nurturing relationships with presales technical resources from channel and product partners. Collaborating with product management teams to relay valuable customer feedback. Crafting presentations and other customer-facing materials that reinforce Critical Start's standing as a thought leader in Detection & Response. Delivering presentations that embody thought leadership to larger audiences. Assisting customers in defining or refining key requirements for their security projects. Leading Services Evaluations and MDR Workshops when required. Anticipating and being prepared for 30%-40% travel within your designated geography. Through these tasks, you will play a critical role in engaging with potential customers, presenting our MDR offering's value proposition, aligning with their needs, and showcasing Critical Start's expertise as a leader in the Detection & Response domain. Your interactions with prospects, partners, and other stakeholders will be instrumental in driving the success of our sales efforts within your region. What You Will Bring? To excel in the role and meet the requirements of this position, the ideal candidate should possess the following qualifications and experience: Required Qualifications: Cybersecurity Expertise: A background in cybersecurity with at least 5+ years of hands‑on experience in the field, demonstrating a solid understanding of various aspects of cybersecurity. Technical Proficiency: 1‑2 years of practical experience, either at a hands‑on or program level, with one of the following: SIEM (Security Information and Event Management), EPP/EDR (Endpoint Protection and Response), or Identity products. This hands‑on familiarity showcases your technical acumen. Geographic Requirement: Candidates for this role must be located within the designated geographic area – Arizona. Effective Communication: The ability to communicate effectively across all levels of an organization, from C‑Level executives to engineers. Strong written and presentation skills are crucial. Prioritization and Schedule Management: A knack for maintaining focus on your daily schedule and the skill to prioritize customer meetings above other tasks. Objection Handling and Competitive Positioning: Demonstrable experience in handling objections and adeptly positioning solutions against competitors. Attack Mitigation Expertise: A clear understanding of leading attack types and how tools like EPP/EDR, SIEM, and Identity products can aid in mitigating these threats. Desired Qualifications: MDR, MSSP, or Microsoft Security Suite Experience: Direct experience at a Managed Detection and Response (MDR) provider, Managed Security Service Provider (MSSP), or working directly with the Microsoft Security Suite is considered a plus. Certifications: Possession of relevant certifications such as CISSP (Certified Information Systems Security Professional), CISA (Certified Information Systems Auditor), CCSP (Certified Cloud Security Professional), or similar certifications. Channel Partnerships: This position will require working with channel partners within the designated geography and collaborating effectively with partners to drive sales. AI Competency: Demonstrated experience designing AI‑augmented proof‑of‑concepts (POCs) and proof‑of‑value (PoV) flows, including data ingestion, model inference, and validation. Collectively, these qualifications and experiences indicate that you are well‑equipped to effectively communicate complex cybersecurity concepts, understand customer needs, navigate objections, and position our solutions within the competitive landscape. What It's Like Working Here Imagine a dynamic, enjoyable, and rewarding work environment. We are professionals, and the work we do holds immense significance, like saving our customers from potential disasters. However, we believe in not taking ourselves too seriously. Prefer a casual dress code every day? No problem, as we find comfort enhances our thinking. Our workplace in Plano, TX offers open offices, collaborative meeting spaces, phone rooms, and wellness rooms. Compensation and Benefits package: Competitive salary with bonus potential Comprehensive health benefits with generous employer contributions for medical, dental, and vision Additional Ancillary Benefits offered at 100% employee contribution Unlimited PTO (Paid Time Off) policy Paid Parental and Military Leave Dental and Vision Plan Employer‑provided Life Insurance, Long‑Term Disability, and Short‑Term Disability coverage Additional Voluntary Life Insurance coverage 401(k) Plan with Matching Program Employee Assistance Program Monthly Wellness Initiatives Optional Pet Benefits Discount Plan We prioritize your privacy and security. Please note that Critical Start will never request financial information or sensitive personal data during the interview process. If you encounter any suspicious requests, do not respond and contact us directly at View email address on click.appcast.io. Critical Start welcomes people from all backgrounds and walks of life. One of our core values is to “Do what’s best for our employees,” and that starts with the hiring process by finding the best candidates and providing an environment that upholds equal employment opportunities for all employees and applicants, strictly prohibiting any form of discrimination or harassment based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Mental and Physical Requirements It’s important to note that specific physical and mental requirements may vary depending on the nature of the office job, organization, and individual responsibilities. Physical: Stationary position for extended periods of time. Constantly operate a computer. Occasionally you may be required to move equipment or other items up to 20 lbs. The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations. Mental: Must be able to apply established protocols in a timely manner. Make timely decisions in the context of workflow. Ability to complete tasks and perform in situations requiring speed, deadlines, or productivity quota. Ability to work effectively and efficiently in high stress situations. Ability to simultaneously address multiple complex problems. For positions that can or will be performed, in whole or in part, remotely within the U.S., range and benefits information for this position are being included in accordance with requirements of various state/local pay transparency legislation. Please note that salaries may vary for different individuals in the same role based on several factors, including but not limited to location of the role, individual competencies, education/professional certifications, experience, performance in the role and potential for revenue generation (sales roles only). Compensation: The base compensation range being offered for this role is [$175,000 - $200,000 USD]. Additional Compensation: This role is eligible for the following: performance‑based variable compensation Employment Benefits: Comprehensive health benefits with generous employer contributions for medical, dental, and vision, unlimited PTO (Paid Time Off) policy, paid parental and military leave, dental and vision plan, Employer‑provided Life Insurance (up to $100K coverage), Long‑Term Disability, and Short‑Term Disability coverage, 401(k) Plan with Matching Program, 24/7/365 availability of Employee Assistance Program. #J-18808-Ljbffr