Principal Sales Engineer – Cyber Risk and GRC
About the role
In this role, you'll get to expand territories and spearhead the sales of Comcast Business's innovative products and solutions into new markets. You'll also get to engage in the exciting challenge of acquiring and managing a diverse range of commercial customers, from mid-market and enterprise, to those with multiple locations, through both direct and partner channels.
Success Profile
- Results-Driven
- Goal-Oriented
- Communicator
- Good Listener
- Self-Starter
- Adaptable
Responsibilities
Lead technical discovery, align stakeholders, and define measurable success criteria for enterprise evaluations across security teams, GRC teams, and partners.
Deliver tailored demos and technical storytelling that credibly connects DataBee to customer outcomes including continuous cyber risk reporting, defensible metrics, faster insights, and reduced data engineering and manual efforts.
Own Proof of Value (PoV) execution including planning, scope, milestones, success criteria, keeping evaluations moving with clear next steps, and leading the technical win.
Guide customers in how to leverage metrics and results by clearly explaining data sources, policy scope, metric calculations, and explainable AI insights in plain language to various stakeholders.
Partner with account executives on account strategy, competitive positioning, and technical objection handling.
Create repeatable field assets and share best practices across the SE team including demo scripts, PoV templates, discovery/objections playbooks, competitive intelligence, and RFP/RFI responses.
Drive product direction by capturing structured customer feedback (challenges, adoption friction, enhancement requests, etc) and translating it into actionable input for product and engineering.
Thrive in a startup operating model: move fast, operate with ambiguity, take ownership, and improve how we sell
Travel as needed for key customers meetings. Travel for in-person internal meetings also is required upon request.
Other duties and responsibilities as assigned.
Requirements
5+ years in enterprise sales engineering / solutions consulting / solutions architecture in B2B SaaS with a strong track record of leading evaluations through to technical wins.
Experience selling into or supporting GRC, security compliance, cyber risk, or security reporting/analytics use cases and comfortable engaging with both practitioners and executives.
Practical data fluency: able to validate metrics, troubleshoot reporting issues, explain the math behind the numbers, and working knowledge of SQL
Strong understanding of the enterprise security, GRC, and cyber risk ecosystem and understanding of the types of systems that feed into continuous controls monitoring and reporting (identity, endpoint, CMDB, vulnerability, cloud, ITSM, HR/org data)
Excellent communication and PoV/architectural workshop facilitation skills: clear writing, concise presentations, and ability to align cross-functional stakeholders and drive decisions.
Ability to influence product direction through clear customer feedback and actionable recommendations.
Startup and high-growth mindset and comfort operating in a build and iterate environment while being self-directed and resourceful
Strong bonus: Familiarity with agentic AI concepts and experience positioning AI capabilities credibly
Qualifications
Education: Bachelor's Degree
Relevant Work Experience: 5-7 Years
Skills
- Governance Risk and Compliance (GRC) Platforms
- Proof of Concept (POC)
- Value Demonstration
- Enterprise Solutions Sales
- Business Intelligence (BI) Reporting Tools
- Security Compliance
Pay
Salary: National Pay Range: $96,905.54 USD-$227,122.36 USD
Illinois Pay Range: $102,962.14 USD - $199,867.68 USD
Colorado Pay Range: $109,018.73 USD - $208,952.57 USD
Hawaii Pay Range: $127,188.52 USD - $190,782.78 USD
Washington DC Pay Range: $139,301.72 USD - $208,952.57 USD
Maryland Pay Range: $115,075.33 USD - $208,952.57 USD
Minnesota Pay Range: $109,018.73 USD - $190,782.78 USD
New York Pay Range: $115,075.33 USD - $227,122.36 USD
Washington Pay Range: $109,018.73 USD - $218,037.47 USD
New Jersey Pay Range: $121,131.93 USD - $218,037.47 USD
Vermont Pay Range: $115,075.33 USD - $181,697.89 USD
Massachusetts Pay Range: $121,131.93 USD - $218,037.47 USD
California Pay Range: $109,018.73 USD - $201,886.54
Schedule
Remote, US