Sales Engineer

ABOUT FABLE SECURITY AI-driven threats and human error are today’s biggest enterprise security risks. Cybercriminals don’t hack systems—they exploit people. Human errors drive 70% of security breaches, making human behavior the primary and growing attack surface. At Fable, we believe that the right tools can convert people from targets to another layer of defense. Fable is the human risk platform that directly shapes employee behavior. Designed for simplicity and enterprise scale, our agentic platform synthesizes complex employee data, pinpoints risky behaviors, and deploys highly relevant interventions to people automatically, in real time, right where they work. Backed by Redpoint Ventures and Greylock Partners and founded by early Abnormal Security team members, Fable is solving cybersecurity’s biggest challenge in a multi-billion-dollar market. Our team includes alumni from Meta, Twitter, Flexport, and top-tier universities like Waterloo, Columbia, Berkeley, Purdue, CMU, Stanford, UCLA, and USC. We are experiencing explosive growth, making this a career-defining opportunity to join and shape the future of security. THE ROLE As a Sales Engineer, you will partner closely with our Account Executives and post-sales technical teams to drive the technical sale, from scoping and discovery through solution design, proof‑of‑concepts, and implementation handoff. You’ll translate complex security requirements into compelling demos and architecture proposals, build trust with technical stakeholders, and ensure our platform meets customer needs. KEY RESPONSIBILITIES - Technical Discovery & Scoping: Lead deep‑dive calls and workshops to uncover prospect pain points, security workflows (GRC, SecOps, IAM), and integration requirements. - Solution Design & Architecture: Translate requirements into scalable, secure architectures; craft high‑impact technical proposals and data‑flow diagrams. - Product Demonstrations & POCs: Deliver polished demos and manage hands‑on proof‑of‑concept engagements: configuring environments, ingesting sample data, and validating business outcomes. - Collaboration with Sales: Work alongside AEs on deal strategy, objection handling, and RFP/RFI responses; serve as the primary technical escalation for prospects. - Customer Onboarding & Handoff: Partner with Customer Success and Professional Services to ensure smooth implementation, knowledge transfer, and technical adoption. - Feedback & Roadmap Influence: Gather and relay field insights, feature requests, and competitive intelligence to Product and Engineering teams. WHAT WE’RE LOOKING FOR - Experience & Progression: 3–5+ years as a Sales Engineer, Solutions Architect, or pre‑sales consultant in SaaS cybersecurity, with a track record of driving technical deals and internal progression. - Cybersecurity Domain Expertise: Hands‑on experience with security or GRC platforms including, but not limited to, human risk, vulnerability management, SAT, or adjacent IT infrastructure. - Startup & GTM Agility: Success in early‑stage (Seed–Series C) or high‑growth environments, comfortable wearing multiple hats and moving quickly from discovery to POC. - Technical Fluency: Skilled in API integrations, data ingestion pipelines, and security tool ecosystems; able to demo both UI and API‑driven workflows. - Communication & Facilitation: Excels at translating technical concepts for both C‑level and engineering audiences; strong workshop facilitation skills. - Ownership & Collaboration: Self‑starter who owns the technical track end‑to‑end and thrives in close partnership with sales, product, and customer success. NICE‑TO‑HAVES - Familiarity with MEDDICC - Hands‑on scripting or experience with SIEM, SOAR, or IAM tools. - Security certifications (CCSP, CCSK, CISSP, Security+). WHY JOIN US? - Competitive base + performance bonus - Early equity ownership with significant upside - Rapid technical career growth and visibility to leadership - A collaborative, mission‑driven culture and flexible work model Ready to Architect the Future of Human Risk Security? Submit your resume and a brief note on the most challenging POC you’ve led—let’s build something great together! The estimated salary range for this position is estimated to be $130,000 - $190,000/year. Total compensation for this position may also include Restricted Stock units, sign-on bonus and other potential future incentives. Further note that total compensation for this position will be determined by each individual’s relevant qualifications, work experience, skills, and other factors. Fable Security is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.