Solutions Engineer, Upmarket (Pre-Sales) - EMEA

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 Solutions Engineer, you'll serve as a trusted technical voice, guiding customers toward clarity, feasibility, and alignment on the end-to-end solution. You’ll be an integral part of the Sales team, working to ensure technical fit and create innovative solutions for our customers. Your attention to detail, focused on customer needs, will ultimately improve retention and overall success. This role will be based from our London or Dublin office with an office-centric hybrid schedule. The standard in-office days are Tuesday, Wednesday, and Thursday. What you’ll do as a Solutions Engineer at Vanta: Serve as a strategic sales partner, owning the technical relationship with prospects and customers. Strategic Discovery and Deal Qualification: Partner with Account Executives to uncover technical, operational, and business pain points, validating use cases and aligning solutions to measurable customer impact and urgency. Secure the Solution Win and Alignment: Validate technical feasibility, drive clarity on success criteria, and guide stakeholders toward a shared vision for the end-to-end solution (The Solution Win: Desirable, Viable, and Aligned). High-Impact Technical Validation: Deliver tailored, narrative-driven demonstrations that showcase how Vanta solves the customer's specific problem. Validate the feasibility of standard and semi-complex integrations and confirm alignment with customer environments, workflows, and architectures. Solution Strategy and Deal Shaping: Partner with the Account Executive to align the customer's success criteria with Vanta's unique strengths, proactively surface technical risks, and propose clear pathways to ensure focused deal progression and mutual success. Post-Sale Handoff and Continuity: Ensure a seamless transition to the post-sales team by creating and completing a handoff document that captures the finalized solution design, expectations, and any known risks or constraints. Cross-Functional Feedback: Act as a trusted technical voice, listening carefully to customers to provide structured market feedback to the Product team to prioritize functionality and drive sales opportunities. Support customers throughout their trial process with Vanta. Cultivate an environment of teamwork, openness, creativity, and continuous improvement. How to be successful in this role: Must be able to work in our London or Dublin office 3 days a week (Tuesday, Wednesday and Thursday). Have 5+ years of customer-facing, technical experience as a solutions engineer, sales engineer or equivalent title, including previous B2B SaaS experience. Strategic Problem Solver: Possess deep technical proficiency to identify and validate technical, operational, and business pain points, driving clarity on solution requirements (Viable Solution Win). Exceptional Communicator: Exhibit outstanding communication, storytelling, and active listening abilities, capable of delivering tailored, high-impact demonstrations that reinforce the sales narrative (Command of the Message). Customer-Centric Advocate: Lead with empathy and curiosity, focusing on strategic discovery to uncover the why and urgency behind customer needs and tying every technical detail to measurable buyer impact (Desirable Solution Win). Collaborative Deal Shaper: Work in lockstep with Account Executives on deal strategy, proactively strengthening qualification and guiding stakeholders toward alignment on a clear delivery path (Aligned Solution Win). Have hands-on experience with cloud platforms: AWS, Google Cloud, Microsoft Azure & Operating Systems (Windows, MacOS, Linux) and cloud application architecture. Be detail-oriented and organized, with strong project management skills. Have general knowledge with a scripting language (Python, Ruby, Bash, and JavaScript) and a desire to expand those skills. Be familiar with REST API development and service integrations is a plus. Ideally have prior experience in the cybersecurity space. Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact What you can expect as a Vanta'n in the UK: Industry-competitive salary and equity 100% covered medical, dental, and vision benefits with dependents coverage 16 weeks paid Parental Leave for all new parents Health & wellness stipend Remote workspace, internet, and mobile phone stipend Commuter benefits for team members who attend the office Pension matching 25 days of Annual Leave per year and unlimited sick time 8 company-paid holidays Virtual team building activities, lunch and le