Sales Engineer
Terra Security · San Francisco, CA · onsite
About Terra:
Terra Security provides agentic AI-powered continuous penetration testing aligned to code changes and evolving attack surfaces, combining a swarm of trained AI agents with human supervision for safety and control. Fortune 500 organizations trust Terra to ensure every attack surface is covered across the web, AI, internal apps, APIs, mobile, networks, and the cloud. Terra is on track to become the next breakout cybersecurity company with $38 million raised to date, including a $30 million Series A led by Felicis Ventures with participation from Dell Technologies Capital, Silicon Valley CISO Investments (SVCI), SYN Ventures, LAMA Partners, Underscore VC, and Capital One Ventures.
Who you are:
Terra is seeking a high-agency Sales Engineer with hands-on experience in application security and offensive security to guide prospective customers through evaluating agentic penetration testing. In this early-stage role, you will thrive in ambiguous environments by creating structure, taking ownership of complex technical challenges, and working closely across sales, product, and engineering teams to drive successful customer evaluations and shape our product strategy.
Responsibilities
- Build and maintain long-term, trusted relationships with key partners and prospective customers.
- Design tailored technical solutions that directly align with customers’ strategic business, technical, and financial objectives.
- Partner with Account Executives to lead technical discovery, qualify opportunities, and scope customer evaluations around clear objectives and success criteria. Prioritize competing opportunities, surface product gaps, and recommend narrowing scope or qualifying out when appropriate, while maintaining honest customer expectations.
- Deliver compelling, high-impact product demonstrations that highlight the core value of Terra Security’s platform by connecting Terra’s capabilities to the customer’s Application Security/Offensive Security needs and business outcomes.
- Manage and execute Proof of Value (POV) exercises, including hands-on technical setup, running evaluations, and triaging agentic penetration testing findings.
- Adapt technical depth for security practitioners, security and IT leaders, and business stakeholders; explain findings, limitations, uncertainty, and next steps clearly and honestly.
- Investigate technical issues during customer evaluations using execution data, logs, and appropriate tools. Distinguish application security findings from platform or workflow failures, and explain the evidence, customer impact, uncertainty, and next steps.
- Turn customer issues and product gaps into actionable feedback for product and engineering, including relevant evidence, likely failure mechanisms, and prioritized fixes or mitigations.
- Help build and improve the team’s discovery approaches, demo narratives, technical evaluation practices, and knowledge resources, using lessons from customer work and feedback from peers.
- Represent Terra Security at industry security conferences, presenting technical capabilities and engaging with the community.
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RequirementsRequirements
- Based in Pacific, Mountain, or Central time zones
- Willingness to travel up to 30% (roughly once every 3-4 weeks)
- 5+ years of proven experience as a Sales Engineer / Solutions Architect selling enterprise cybersecurity products.
- Meaningful hands-on application security (appsec) or offensive security (offsec) experience, or substantive experience in an appsec/offsec product or service category such as offensive security, penetration testing, vulnerability management, DAST, SAST, bug bounty, or ASPM.
- Exceptional customer-facing skills with a track record in consultative, solution-oriented selling.
- Quick learner capable of rapidly mastering complex security products, workflows, and buyer motivations to help accelerate deal cycles.
- Demonstrated ability to create structure, unblock yourself, and deliver outcomes in an early-stage environment with incomplete information, changing priorities, and an evolving SE playbook.
- Strong critical thinking: state assumptions, test hypotheses, weigh tradeoffs, and revise your approach as evidence or feedback changes.
- High degree of accountability and strong personal ownership over targets and performance metrics.
- Experience with cloud environments such as AWS, Azure, or GCP.