We are seeking a highly skilled Sales Engineer / Solutions Architect to drive technical engagement and solution scoping for our customers. This is a pivotal role at the intersection of sales, engineering, and customer success, where you will leverage your expertise in DevOps, networking, and software development to ensure Glasswall solutions meet the precise needs of our clients. It is a hybrid role performing both Sales Engineering and Solutions Architecture duties, with a focus on demonstrating product value, technical validation, and hands-on integration.
Responsibilities
Sales Engineering (Core Pre-Sales Execution)
- Partner with sales colleagues to lead technical discovery, custom product demonstrations, and technical objection handling.
- Design, configure, and execute Proofs of Concept (PoCs) and Proofs of Value (PoVs) in prospective customer environments.
- Lead hands-on technical validation, including ICAP proxy integrations, RESTful API setups, and Glasswall SDK implementation.
- Own the technical response for RFIs, RFPs, and security compliance questionnaires.
Solutions Architecture (High-Level Design & Enablement)
- Map complex customer requirements to Glasswall deployment patterns across on-premises, hybrid, and multi-cloud architectures.
- Collaborate with Product Management and Engineering to evaluate complex custom integration requirements or custom architecture requests.
- Provide competitive technical analysis and migration strategies to transition prospects off legacy file-security tools.
Technical & Domain Expertise
- Troubleshoot deployment and integration challenges across networking protocols, containerization, and proxy configurations.
- Advise prospects on deployment best practices leveraging modern CI/CD pipelines and infrastructure-as-code principles.
- Navigate complex procurement and regulatory security standards, with a focus on U.S. DoD, federal, and public sector compliance requirements.
Collaboration, Feedback & Operations
- Act as the voice of the prospect to product and engineering teams, translating market feedback into feature enhancements.
- Partner with sales leads on customer-facing visits, providing routine technical status tracking across key opportunities.
Required knowledge, experience and values
Pre-Sales & Commercial Acumen
- 3+ years of experience in a technical pre-sales, Sales Engineering, or Solutions Architecture role supporting enterprise software or cybersecurity sales cycles.
- Proven track record in conducting technical discovery, delivering high-impact product demos, and executing successful PoCs/PoVs alongside Account Executives.
- Exceptional customer-facing communication, with the ability to articulate technical concepts cleanly to both technical teams and executive buyers.
- Travel Readiness. Willingness and ability to travel across the U.S. East Coast to visit prospective clients, engage existing customers, and attend industry events, alongside twice-yearly travel to the London headquarters.
Technical Core
- Hands-on integration skills: Working knowledge of RESTful APIs, SDKs, and scripting for automation or troubleshooting (e.g., Python, Bash, or JavaScript).
- Networking & Proxy Fundamentals: Practical understanding of network protocols (TCP/IP, HTTP/S, DNS) and proxy/content-adaptation standards (e.g., ICAP).
Aptitude, Attitude & Growth
- Continuous Learning Mindset: Demonstrated passion for self-directed learning and skill development (e.g., certifications, hands-on labs, open-source contribution, technical literature, or online learning).
- Entrepreneurial Drive: High agency, problem-solving mindset, and the resilience to navigate ambiguous sales environments and drive technical wins.
We encourage you to apply even if your experience is not a 100% match with the position.
Beneficial knowledge, experience, and values
- Sector Context: Familiarity with government, defense, or national security sectors, including U.S. DoD/federal security requirements or clearance processes.
- Enterprise Infrastructure: Exposure to cloud platforms (AWS, Azure, GCP), containerization (Docker, Kubernetes), or infrastructure-as-code principles (Terraform, Ansible).
- Security & Document Workflows: Experience with secure document handling, Microsoft 365 integrations, or enterprise security controls (ZTNA, CASB, SIEM/SOAR)
About us
We didn’t start out as a traditional security product. In the beginning, Glasswall was one of only two file sanitization filters in the US Intelligence Community’s highly classified networks. We are rated #1 by the National Security Agency. We designed Glasswall CDR to protect businesses against the most advanced file-based threats. Today, we’re trusted by commercial and government organisations around the world.
In June 2025 Glasswall officially entered a new era of growth and innovation having been acquired by the leading private equity firm, PSG Equity. This marks a significant milestone for our company and one that underscores the strength of our business, the dedication of our team, and the exciting potential that lies ahead.
With PSG’s strong track record of scaling high-growth cybersecurity and technology businesses, we are better positioned than ever to accelerate innovation, expand into new markets, and deliver even greater value to our clients, employees, and stakeholders.
Cybersecurity is a mission-critical field, and we’ve always believed that staying ahead means moving faster, continually adapting to meet new challenges and investing more boldly in the future. This partnership empowers us to do exactly that while maintaining the same leadership, values, and commitment to excellence that have brought us this far
We’re excited for what’s to come so now is a great time for you to join us on our journey.
Inclusion
At Glasswall we believe that diversity of people and thought are central to our purpose. We are committed to making Glasswall a company that is attractive to people of many different backgrounds. This includes diversity in every sense of the word: those with different backgrounds, ages, ethnicities, gender identities, sexual orientations, ways of thinking and those with disabilities or neurodivergent conditions. We therefore welcome and encourage applications from everyone, including those from groups that are under-represented in our workforce.
One of our corporate objectives is to ensure that the organisational health of the firm is highly rated by our employees. We believe that this is only possible if we promote a culture of inclusion and respect across our business. Every six months we survey employees on a range of questions relating to our organisational health. This holds a mirror-up to a business and ensures that we can focus on where we need to do better.
We have an Organisational Health Committee, which is chaired by a non-executive position. The panel has been formed to guide the leadership in taking positive action that supports a good work-life balance, family friendly relations and to be inviting to a diverse range of potential employees.
We also have a Women in Technology Group which has been formed to promote balance in the way that we communicate with, promote, encourage, and support people across our business.
Work/life balance
Our team puts a high value on work-life balance. It isn’t about how many hours you spend at home or at work; it’s about the flow you establish that brings energy to both parts of your life. We believe striking the right balance between your personal and professional life is critical to lifelong happiness and fulfilment. We offer flexibility in working hours and encourage you to find your own balance between your work and personal lives.