Solutions Engineer, Commercial

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. As a Commercial Solutions Engineer at Vanta, you’ll be leading the technical discussion with our mid-market customer base & VIP logos side-by-side with our Commercial Sales team. Your main goal, ensure there’s nothing stopping our customers from realizing the fullest value with Vanta in pursuit of their own security goals and successful customer retention. The Solutions Team drives customer acquisition and accelerates revenue growth through a mastery of strategic sales and Vanta platform expertise. We create meaningful leverage across Vanta through deep partnerships with Sales - Working side by side to elevate discovery, articulate value, and enable consistent, high quality sales execution. You’ll be an integral part of the Commercial team, working pre-sales to consult and create innovative solutions for our customers. Your attention to detail and focus on customer needs will help ensure prospects clearly understand the value of our solutions from the earliest stages of engagement. By aligning our capabilities to their business priorities and demonstrating impact before purchase, you will build confidence, differentiate us competitively, and lay the groundwork for long-term customer success. This approach will contribute to the overall success of our Sales teams while also capturing prospect insights, use cases, and feedback to help shape messaging and influence product roadmap decisions. What you’ll do as a Commercial Solutions Engineer at Vanta: Sales Cycle & Customer Engagement Lead technical discovery with prospects to understand their security, compliance, cloud infrastructure, and development workflows. Partner closely with Account Executives to develop deal strategy, identify technical champions, and guide prospects through evaluation, proof-of-value, and purchase decisions. Deliver tailored product demonstrations, walkthroughs, and integration deep dives aligned to customer use cases and success criteria. Act as the primary technical advisor during the evaluation process, addressing technical objections, competitive comparisons, and solution fit. Technical Ownership & Execution Develop and maintain deep expertise in our product capabilities, integrations, configurations, APIs, partner ecosystem, and competitive landscape. Design and explain how our solution integrates with customers’ cloud providers, identity systems, version control platforms, and security tooling. Ensure a clean technical handoff to Customer Success and Implementation teams post-sale. Sales Enablement & Revenue Impact Support revenue growth by responding quickly and effectively to inbound technical questions from Sales and prospects. Help qualify opportunities by identifying technical fit, risks, and dependencies early in the sales cycle. Participate in account planning, QBRs, and expansion conversations by demonstrating ongoing technical value. Product & Cross-functional Collaboration Capture and communicate structured customer feedback to Product, helping influence roadmap priorities for the Upmarket segment. Build reusable demos, technical documentation, reference architectures, and enablement materials in partnership with Product, Success, and Marketing. Share learnings from the field to improve sales motions, messaging, and technical positioning. Team & Culture Contribute to a collaborative, inclusive Solutions Engineering culture focused on continuous improvement, technical excellence, and customer empathy. Mentor peers and help evolve best practices for technical selling in the Upmarket segment. How to be successful in this role: 3-5 years of pre-sales customer-facing, technical experience as a Solutions Engineer, Sales Engineer or equivalent title Hands-on experience with cloud platforms: AWS, Google Cloud, Microsoft Azure & Operating Systems (Windows, MacOS, Linux) and cloud application architecture Strong project management skills with a proven ability to operate effectively in uncertain environments. You are creative, curious. technical, and naturally persuasive You are detail-oriented and organized You love listening to customers, discussing strategy with colleagues, but also diving into the weeds You can interact with various titles and roles within an organization including the technical and security-minded, plus executives within large companies General knowledge with a scripting language (Python, Ruby, Bash, and JavaScript) and a desire to expand those skills Familiarity with REST API development and service integrations is a plus Ideally has prior B2B SaaS experience Open to using AI to amplify their skills and strengthen their work - demonstrating