Senior Solutions Consultant (West Coast)

The mission of Arkose Labs is to create an online environment where all consumers are protected from online spam and abuse. Recognized by G2 as the 2023 Leader in Bot Detection and Mitigation, with the highest score in customer satisfaction and largest market presence four quarters running, Arkose Labs offers the world's first $1M warranties for credential stuffing and SMS toll fraud. With 20% of our customers being Fortune 500 companies, our AI-powered platform combines powerful risk assessments with dynamic threat response to undermine the strategy of attack, all while improving good user throughput. Headquartered in San Mateo, CA, with employees in London, Costa Rica, Australia, India, and Argentina. Arkose Labs protects enterprises from cybercrime and abuse.

Position Summary
Arkose Labs is seeking an experienced Senior Solution Consultant to support our West Coast and APJ Sales Teams. In this role, you will engage in technical customer conversations, lead Proof of Value (PoV) engagements, and drive deals to technical wins and closure.

Our Solution Consulting team is built on dedication, respect, and the highest standards of ethics and integrity. We rise to challenges, take ownership, and strive for positive outcomes in a collaborative and fun environment. We are committed to professional growth, helping every team member reach their full potential.

As a product expert, you will bring deep technical knowledge, a business-minded problem-solving approach, and an entrepreneurial spirit. You’ll mentor team members and provide critical support across the organization.

Primary Responsibilities

• Manage sales engagements, ensuring effective coverage for PoVs.
• Maintain visibility into West Coast sales activities, identifying and mitigating risks in opportunities.
• Set individual and team goals, tracking progress and driving achievement.
• Collaborate with Revenue Operations to ensure timely and accurate commission payments.
• Partner with sales and company leadership to optimize customer value realization.
• Work closely with Account Executives and Customer Success Managers on complex, multi-stakeholder opportunities.
• Effectively communicate with stakeholders, from individual contributors to C-level executives.
• Drive customer discovery to uncover critical business pain points.
• Evangelize Arkose Labs solutions using a value-based sales methodology.
• Design and deliver tailored, value-based demonstrations.
• Collaborate with customers and internal stakeholders to define solutions that maximize value and scalability.
• Plan, implement, and track PoV engagements, including KPIs and success criteria.
• Support sales enablement initiatives and cross-functional collaboration.
• Continuously develop your skills and knowledge to advance your career.

Must-Haves

• 4+ years as a Solution Consultant, Sales Engineer, Technical Account Manager, Security Engineer, or similar role in a fast-growing SaaS organization.
• Exceptional written and verbal communication skills with the ability to deliver compelling presentations.
• A consultative, curious approach to solving customer challenges.
• Proven experience identifying and prioritizing business pain points and metrics.
• Success selling enterprise solutions to cross-functional teams.
• Strong listening skills and the ability to adapt in real-time to customer needs.
• Process-oriented yet flexible in determining optimal next steps.
• Technical expertise in client- and server-side web technologies, with the ability to write SQL statements with complex joins.

Nice-to-Haves

• Experience in cybersecurity or fraud and abuse prevention solutions.
• Familiarity with sales methodologies like MEDDPICC.
• Client-side development experience (e.g., JavaScript, React, Vue, Angular).
• Server-side development experience (e.g., Python, Go, Node.js).
• API development experience, including working with webhooks and ReST calls.
• Mobile development experience (iOS, Android, React Native).
• Experience with AWS tools (e.g., S3, Athena, Lambda) or equivalent cloud technologies.

Why Arkose Labs?

At Arkose Labs, our technology-driven approach enables us to make a substantial impact in the industry, supported by a robust customer base consisting of global enterprise giants such as Microsoft, Roblox, OpenAI, and more. We’re not just a company; we’re a collaborative ecosystem where you will actively partner with these influential brands, tackling the most demanding technical challenges to safeguard hundreds of millions of users across the globe.

Why do top tech professionals choose Arkose Labs?

• Cutting-Edge Technology: Our high-efficacy solutions, backed by solid warranties, attract leading, global enterprise clients.
• Innovation and Excellence: We foster a culture that emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment.
• Experienced Leadership: Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events.
• Ideal Size: We’re structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas.

Join us in shaping the future of technology. At Arkose Labs, you’re not just an employee; you’re part of a visionary team driving global change

The most recognizable brands in the world select Arkose Labs, including OpenAI, Roblox, Microsoft, Adobe, Expedia, Snapchat, Zilch, and ZipAir.

We value your unique contributions, perspectives, and experiences. Be part of a diverse and high-performing environment that prioritizes collaboration, excellence, and inclusion. We hire the best, focus on their professional development, and offer support for continuing education.

We value:

• People: first and foremost they are our most valuable resource. Our people are independent thinkers who make data driven decisions and take ownership and accountability in all the things they do.
• Team Work. We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another
• Customer Focus. We empathize with our customers and obsess about solving their problems
• Execution with precision, professionalism and urgency
• Security. It’s the lens through which we implement our processes, procedures, and programs

Benefits:

• Competitive salary + Equity
• 401k plan 
• Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents
• Flexible PTO
• Life insurance coverage
• Short and Long Term Disability Insurance paid by the company
• Generous nationwide parental leave policy
• Amazing discounts program 
• Wellbeing package including mental health and gym discounts
• Flexible working hours to support personal well-being and mental health
• Employee Assistance Program

Arkose Labs is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Arkose Labs will provide reasonable accommodations for qualified individuals with disabilities.

The anticipated OTE for this position is $190,000. Equity and benefits may be provided as part of the compensation package, depending on the position offered. Not all candidates will be eligible for the upper end of the salary range. The exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications as well as the candidate’s location of residence. In addition to base salary, some roles may be eligible for a variable bonus based on a combination of company performance, employee performance, and management discretion.