Description
We are
Lema AI is a fast-growing, venture-backed B2B SaaS company on a mission to ensure modern businesses never fail because of a third-party incident. We’re reimagining the stagnant Third-Party Risk Management (TPRM) and cyber resilience space by moving companies from reactive compliance to proactive, real-time risk prevention powered by advanced AI.
Already trusted by industry-leading enterprises, Lema is entering a phase of hypergrowth. We’re tripling our team as we build a category-defining platform, guided by a culture of radical ownership, transparency, and fast, cross-functional execution. If you thrive in high-context, high-impact environments, you’ll feel at home here.
About the Role
The Sales Engineer plays a critical role in shaping how customers understand, evaluate, and adopt Lema’s platform. This role sits at the intersection of customer discovery, technical storytelling, and solution design—translating complex third-party risk challenges into clear, differentiated value. You will partner closely with Sales, Product, and Engineering to lead high-impact customer engagements. This role focuses on understanding customer risk, compliance, and operational priorities, and translating them into a clear, compelling vision of how Lema transforms third-party risk management.
As a pivotal member of the go-to-market team, you will influence deal strategy, guide proof-of-concept decisions, and establish technical credibility with security, risk, and compliance stakeholders. You will lead customer discovery and technical storytelling, designing high-impact demos and solution narratives that directly align to customer outcomes.
Beyond individual opportunities, you will help shape how Sales Engineering operates at Lema—contributing to presales best practices, demo strategy, and feedback loops into Product and Engineering. This role is ideal for an experienced Sales Engineer who values autonomy, thrives in high-growth environments, and wants direct influence over how a category-defining platform reshapes the market.
What You’ll Do
- Lead customer discovery and technical engagement, shaping how prospects evaluate Lema by aligning platform capabilities to real business, risk, and operational outcomes
- Design and deliver high-impact product demonstrations that reflect customer priorities, industry context, and executive-level decision criteria—not just features
- Translate Lema’s technical architecture and workflows into clear, defensible business value and ROI for security, risk, compliance, and procurement stakeholders
- Synthesize customer insights and requirements to define future-state operating models with Lema, guiding technical validation and proof-of-concept strategy
- Own the creation and evolution of customer-specific solution narratives and future-state materials that show how Lema integrates into existing processes and systems
- Influence deal strategy by partnering closely with Sales to support complex evaluations, technical objections, and buying-committee alignment
- Act as a technical voice of the customer, providing structured feedback to Product and Engineering to help shape roadmap priorities and market positioning
- Contribute to building scalable presales practices as Lema grows, helping define how Sales Engineering operates in a high-growth, early-stage environment
