Sales Engineer – Appsec/cloud Security – Chicago jobs at Orca Security

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

As a , you’ll be the technical quarterback for Orca’s largest and most complex customers. You’ll partner closely with executives, architects, and security teams to ensure they unlock the full value of the Orca Platform, driving adoption, expanding use cases, and shaping long-term cloud security strategies.

You’ll combine with , serving as the bridge between our customers and Orca’s product, engineering, and go-to-market teams. From on-site visits to executive workshops, you’ll ensure customers achieve measurable outcomes and see Orca as a critical part of their cloud security transformation.

• Serve as the trusted technical advisor for Orca’s most strategic customers.
• Lead customer visits, executive briefings, and technical workshops to accelerate adoption and strengthen relationships.
• Drive deployment, expansion, and operational excellence through architecture reviews and best practice guidance.
• Collaborate with customer stakeholders to align cloud security goals, compliance initiatives, and risk reduction strategies .
• Partner with Customer Success Managers to design and execute tailored success plans tied to business outcomes.
• Identify and remove technical blockers while advocating for customer needs across Product, Support, and Engineering.
• Present platform value and innovation in executive-level business reviews.
• Collaborate with Sales on renewals, expansions, and long-term strategic growth.
• Provide insights and feedback to influence Orca’s product roadmap and customer experience .

• 5+ years in customer-facing technical roles (CSE, TAM, Solutions Architect, or DevOps/Security Engineer).
• Proven experience with enterprise cloud environments (AWS, Azure, GCP).
• Hands-on knowledge of Kubernetes, containers, and CI/CD pipelines .
• Strong understanding of cloud security architecture and the CNAPP ecosystem .
• Proficiency in scripting, automation, and API integrations .
• Exceptional communication and consulting skills—able to engage both technical teams and C-level executives.
• A passion for helping customers operationalize security at scale and deliver measurable value.
• Bonus: Experience with IaC (Terraform) or Kubernetes certifications (CKA/CKAD/CKS) .

At Orca, you’ll join a passionate global team on a mission to make cloud security frictionless. You’ll work alongside innovators who challenge norms, build boldly, and care deeply about customer success.

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

• Prospecting: Use various outbound methods, such as cold calling, emailing, and social selling, to identify and engage potential customers.
• Lead Generation: Generate high-quality leads and opportunities through proactive outreach efforts.
• Opportunity Qualification: Conduct thorough research to understand prospects’ business needs and qualify them as potential Orca Security customers.
• Pipeline Development: Collaborate with the sales team to build and maintain a robust sales pipeline.
• Relationship Building: Establish and nurture relationships with key decision-makers to drive engagement and interest in Orca Security’s solutions.
• Metrics Tracking: Maintain accurate records of all prospecting activities and provide regular reports on key performance metrics.
• Continuous Learning: Stay up-to-date on industry trends, product knowledge, and sales techniques to continuously improve performance.

• Strong work ethic and desire to grow and learn.
• Strong communication and interpersonal skills.
• Highly motivated with a passion for sales and technology.
• Ability to thrive in a fast-paced, results-oriented environment.
• Resilience and persistence in the face of challenges.
• Eagerness to learn and adapt to new processes and technologies.
• Competitive and curious.
• Previous sales or customer-facing experience is a plus but not required.
• Bachelor’s degree is preferred or equivalent practical experience.
Spanish Speaker.

• Tough, tenacious, and looking to earn next steps in their career. This is not an easy job, but it is a fantastic opportunity for individuals who are willing to work hard and seize the chance to lay the groundwork for future success at Orca Security. If you are ready to take on challenges, grow professionally, and contribute to a leading cybersecurity company, we want to hear from you!

• Competitive salary, and commission structure.
• Competitive benefits.
• Comprehensive training and professional development opportunities.
• A fast-paced, dynamic work environment with opportunities for career advancement.
• Exposure to cutting-edge cybersecurity technology and solutions.
• Located in Austin, Texas (hybrid work from home and in-office schedule).

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

• Close new business opportunities in your region independently and cooperatively
• Negotiate and bring to closure to customer agreements to exceed booking and revenue quota targets
• Target key decision makers in prospect accounts and channel partners in the assigned territory
• Establish and maintain existing relationships with key decision makers (typically at CISO level) and partners in the security industry to drive sales strategy and goal attainment
• Cross functionally collaborate with Channel, Sales Engineering Marketing, Sales Operations, Product and Customer Success, to drive engagement at both the individual contributor and executive level
• Report accurate pipeline and sales stage using Salesforce.com

• 3+ years of Cybersecurity enterprise sales experience and understanding of the competitive landscape
• Executive level contacts in the region and prior sales experience hunting net new accounts
• Repeated top performer in your region with stable record with at least 2+ years in each organization or upward growth within the same
• Excellent communicator both written and verbal, with the ability to adeptly explain complicated concepts to a variety of audiences and skill level
• Demonstrated experience with target account selling, solution selling, and/or consultative sales techniques. MEDDIC experience a plus

Highlights:

• High-growth: Over the past six years, we’ve consistently achieved milestones that take other companies a decade or more. During this time, we’ve significantly grown our employee base, expanded our customer reach, and rapidly advanced our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud—so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

Key Responsibilities:

• Own and lead Orca’s global two-tier distribution strategy across North America, EMEA, and APJ.
• Identify, recruit, and grow high-performing distributors aligned with Orca’s GTM.
• Build scalable distribution programs, including onboarding, enablement, incentives, and partner communications.
• Align closely with AWS partner ecosystem and co-sell programs to amplify field impact.
• Collaborate across marketing, operations, legal, and regional channel teams to ensure consistent global execution.

What We’re Looking For:

• 8+ years in distribution leadership or channel sales, ideally in cybersecurity or SaaS.
• Proven success building and scaling global distribution networks.
• Strong experience with AWS-aligned GTM strategies, Marketplace, and co-sell integration.
• Ability to operate globally while executing regionally.
• Executive presence with a track record of cross-functional collaboration.

: Orca Security completely changed the way cloud is secured and is leading a new approach of how security solutions should be built. It’s completely agentless and detects every important risk in the cloud environment down to the data layer. It’s fast, simple, and complete.

Well-capitalized : With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.

● Founded and led by 8 architects and executives from Check Point and quickly joined by many senior engineers from Palo Alto and Check Point.

Senior Sales Engineer – AppSec/Cloud Security

• Provide pre-sales support for qualified opportunities and POC (proof of concept) process for the Orca Cloud Security solution
• Deliver technical presentations of the offering to new potential customers
• Collaborate with Enterprise Sales team to plan and implement sales strategies to win business
• A strong understanding of the Orca Cloud Solution –subject matter expert
• Provides support at vendor-sponsored events, trade shows, and user group meetings
• Stay on top of the administrative aspect for the role – timely updates of our CRM – and be engaged with Sales and Engineering
• Participate in and/ or conduct technical working sessions with Sales and the other Sales Engineer(s) to jointly architect solutions to business problems leveraging Orca’s Cloud solution with prospective new customers
• Acts independently to determine methods and procedures on new or special assignments
• Remain up-to-date on Orca’s solutions and product releases and maintain familiarity and adherence to all Company methods and procedures.
• Collaborate with sales to achieve revenue targets.

ABOUT YOU

• Bachelor’s degree, 5+ years of experience in a sales engineering role.
• 4+ years of cloud security sales engineering or related engineering experience.
• Ability to handle a fast-paced environment and continuously re-prioritize while maintaining a constant focus on the sales process.
• Passion about technology & cloud / cybersecurity.
• Outstanding presentation skills, focusing on dialogue rather than monologue; and, combining technology with real customer value.

Bonus Points If You Have:

• Hands On AWS / GCP / Azure experience
• Experience with CSPM / Vulnerability Management solutions

: Orca Security completely changed the way cloud is secured and is leading a new approach of how security solutions should be built. It’s completely agentless and detects every important risk in the cloud environment down to the data layer. It’s fast, simple, and complete.

Well-capitalized : Total funding is almost $630MM in less than 24 months. CapitalG, Redpoint, GGV, YL Ventures, and SVCI. SVCI is a syndicate of CISOs who invested their own money after careful due diligence.

● Founded and led by 8 architects and executives from Check Point and quickly joined by many senior engineers from Palo Alto and Check Point.

As part of the job, you’ll:

• Follow a customer escalation process to Identify opportunities for continuous improvement.
• Drive new business growth through strong advocacy and reference-ability.
• Help build the knowledge base and documentation library.
• Become an authority on the Orca Platform and assist Sales and Customer Success with customer POCs, Implementations and post sales support to drive long term value for customers through demonstrating the ROI delivered.
• Drive customer on-boarding and training as well as roll-out the template for support and success plan for customers through the post-sales processes and touch points.
• Primary owner of assigned customer’s support cases; complete use of ticketing systems.
• Monitor, Debug and resolve technical issues specific to Orca within the cloud environments.
• Customer Onboarding, Training, and Customer Support.
• Be the best user of Orca.

• 3+ years in Customer Success Engineering, Post Sales Solutions Engineering, Technical Account Mgmt, Implementation and preferably in Enterprise SaaS, Cloud, Enterprise IT, or IT Security space.
• Successful track record of executing the customer journey.
• Growth-Stage DNA with a strong inclination towards action.
• Bachelor’s degree required.

: Orca Security completely changed the way cloud is secured and is leading a new approach of how security solutions should be built. It’s completely agentless and detects every important risk in the cloud environment down to the data layer. It’s fast, simple, and complete.

Well-capitalized : With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.

● Founded and led by 8 architects and executives from Check Point and quickly joined by many senior engineers from Palo Alto and Check Point.

Senior Sales Engineer – AppSec/Cloud Security

• Provide pre-sales support for qualified opportunities and POC (proof of concept) process for the Orca Cloud Security solution
• Deliver technical presentations of the offering to new potential customers
• Collaborate with Enterprise Sales team to plan and implement sales strategies to win business
• A strong understanding of the Orca Cloud Solution –subject matter expert
• Provides support at vendor-sponsored events, trade shows, and user group meetings
• Stay on top of the administrative aspect for the role – timely updates of our CRM – and be engaged with Sales and Engineering
• Participate in and/ or conduct technical working sessions with Sales and the other Sales Engineer(s) to jointly architect solutions to business problems leveraging Orca’s Cloud solution with prospective new customers
• Acts independently to determine methods and procedures on new or special assignments
• Remain up-to-date on Orca’s solutions and product releases and maintain familiarity and adherence to all Company methods and procedures.
• Collaborate with sales to achieve revenue targets.

ABOUT YOU

• Bachelor’s degree, 5+ years of experience in a sales engineering role.
• 4+ years of cloud security sales engineering or related engineering experience.
• Ability to handle a fast-paced environment and continuously re-prioritize while maintaining a constant focus on the sales process.
• Passion about technology & cloud / cybersecurity.
• Outstanding presentation skills, focusing on dialogue rather than monologue; and, combining technology with real customer value.

Bonus Points If You Have:

• Hands On AWS / GCP / Azure experience
• Experience with CSPM / Vulnerability Management solutions