Sr. Sales Engineer - TOLA

Who We Are

At Critical Start, we’re on a mission to make everyone a valued member of a winning team, united by an inspiring purpose: shaping the future of cybersecurity. Since 2012, we’ve been dedicated to safeguarding organizations from cyberattacks, preparing for evolving threats, and earning recognition for our innovative contributions to the industry.

 

We thrive in an agile, collaborative environment that fosters creativity and action. At Critical Start, innovation drives everything we do. We pioneered the first MOBILESOC app for on-the-go threat detection and response, automated alert resolutions to maximize efficiency, and cut alert investigation time by 99.3% - transforming the way cybersecurity teams work. Our team and customers genuinely value the impact we make every day.

 

Everything we do is grounded in our three core principles:

• Do what’s best for our customers.
• Do what’s best for our team members.
• Don’t do things that suck.

Want to hear more from our team? Watch this video to gain insights into life at Critical Start or check out our Glassdoor reviews for an inside look.

 

What can we offer you?

• A chance to make an impact every day—whether protecting customers or contributing to a greater mission.
• Collaboration with talented, supportive teammates who value accountability and growth.
• A commitment to continuous improvement, striving for excellence, and breaking past mediocrity.
• A culture of learning, innovation, and inclusivity, where every idea matters.
• Recognition for being at the forefront of the industry—we’ve received accolades that prove we’re doing something right.
• A supportive environment where you belong and your contributions truly matter, as one team member put it: “Every day presents new challenges and opportunities for growth, and the culture is unlike any other.

Who You Are

The Sr. Sales Engineer, also known as a Security Consultant at Critical Start, plays a key role as the primary technical resource supporting our Managed Detection & Response (MDR) solution throughout the sales process. This role combines deep cybersecurity expertise with strong communication skills to help prospective customers understand how our MDR offering can enhance their detection and response capabilities.

 

Key responsibilities include delivering solution overviews, conducting "day in the life" portal demos, and collaborating with Account Executives and Channel Partners to develop and execute sales strategies within your assigned territory: TOLA (Texas, Oklahoma, Louisiana, Arkansas). You'll identify customer needs, address technical questions, and provide tailored solutions that align with their goals.

 

By clearly demonstrating the value and functionality of our MDR platform, you'll help customers strengthen their security posture. Your ability to build strong relationships and convey technical concepts clearly will be essential in driving revenue growth and expanding our customer base.

What You Will Be Doing?

As a Sr. Sales Engineer, you’ll work directly with potential customers, Sales Representatives, Channel Partners, and fellow Sales Engineers to drive success in your designated geography: TOLA (Texas, Oklahoma, Louisiana, Arkansas). Your responsibilities will include:

• Engaging in discussions around Critical Start’s ZTAP (Zero Trust Analytics Platform) and SOC capabilities.

• Using supporting materials to demonstrate how our MDR offering integrates into customers’ incident response workflows.

• Leading scoping conversations aligned with core technologies such as EPP/EDR, SIEM, and Identity solutions.

• Partnering with Account Managers on strategic, account-specific planning.

• Delivering live demonstrations of the ZTAP Portal and MobileSOC Application.

• Showcasing deep knowledge of third-party products, emphasizing technical differentiators and relevant use cases.

• Building and maintaining relationships with presales technical contacts from channel and product partners.

• Collaborating with Product Management to share valuable customer insights.

• Creating and delivering customer-facing content that highlights Critical Start’s leadership in Detection & Response.

• Leading thought leadership presentations for larger audiences.

• Assisting customers in identifying or refining key requirements for their security initiatives.

• Facilitating Services Evaluations and MDR Workshops as needed.

• Traveling approximately 30–40% within your assigned geography.

In this role, you’ll play a critical part in articulating the value of our MDR solution, aligning it with customer needs, and supporting sales success through meaningful technical engagement and trusted relationships.

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: 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, which encompasses: Texas, Oklahoma, Louisiana, Arkansas. This physical proximity is essential to facilitate effective collaboration, engagement with customers, and support for sales efforts within the specified region. Being situated within this geography enables you to develop strong relationships, understand local market dynamics, and cater to the specific needs of customers and partners in the area. 
• 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, enabling you to convey complex messages clearly to diverse audiences, whether at customer locations or conferences.
• Prioritization and Schedule Management: A knack for maintaining focus on your daily schedule and the skill to prioritize customer meetings above other tasks. This ability ensures efficient time management and responsiveness to customer needs.
• Objection Handling and Competitive Positioning: Demonstrable experience in handling objections and adeptly positioning solutions against competitors. This skill is essential for guiding customers toward the benefits of our offerings.
• 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. This knowledge underscores your practical cybersecurity understanding.

 

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. This background indicates a familiarity with the realm of managed security services.
• 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. These certifications validate your expertise in the field.
• Channel Partnerships: This position will require working with channel partners within the designated geography. This involves collaborating effectively with partners to drive sales and mutually beneficial outcomes. Your ability to understand and navigate the dynamics of channel relationships and leverage them to achieve sales goals is crucial for the success of this role. This experience demonstrates your capacity to engage with partners, align strategies, and foster productive partnerships that contribute to the overall growth and success of the organization. 

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. Your technical proficiency and strategic insight will be instrumental in supporting our sales efforts and driving success within the cybersecurity arena.

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. In the breakroom, friendly competition arises with games like ping-pong, bubble hockey machine, foosball, or the gaming machine. What harm does a little healthy competition among friends do? 

 

What does our Compensation and Benefits package entail? 

• Competitive salary with bonus potential 
• 100% employee coverage for healthcare/50% coverage for dependents 
• 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 
• Mines 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 recruiting@criticalstart.com. Thank you for helping us maintain a safe and trustworthy hiring experience.

  

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. 

  

This policy encompasses all aspects of employment, including recruitment, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. 

 

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 total on-target compensation range (Base + Commission) being offered for this role is [$180,000 - $240,000 USD].

 

Additional Compensation:

This role is eligible for the following: Commission Compensation

 

Employment Benefits:

100% employee coverage for healthcare/50% coverage for dependents, 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.

 

Application Deadline:

The application deadline for this position is May 31, 2025.

 

How to Apply:

Interested candidates are invited to visit our career site and apply for the position: https://www.criticalstart.com/careers/

 

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