Principal Solutions Architect

Job Overview

You know a great technical sale is about more than delivering a polished demo.

The real work is understanding what a customer is trying to accomplish, figuring out whether Expel can actually solve it, and making sure what we promise during the sales process is exactly what our teams are prepared to deliver.

Job Description

As a Principal Solutions Architect at Expel, you'll own the technical side of some of our most complex Enterprise opportunities.

You'll need enough technical depth to comfortably navigate conversations across security operations, incident response, SIEM, endpoint, network, and cloud environments. But being the smartest technical person in the room isn't enough.

We're looking for someone who can listen, ask great questions, tell a compelling technical story, challenge assumptions when necessary, and build trust with everyone from a SOC analyst to a CISO. This is a Principal-level individual contributor role.

You'll be expected to independently navigate our hardest opportunities, influence people who don't report to you, hold teams accountable when necessary, and help make the broader Solutions Architecture organization better along the way.

Sound like your kind of challenge? We'd like to hear from you.

What Expel can do for you Put you at the center of complex Enterprise security opportunities where your technical judgment can directly influence both the sale and the long-term customer relationship.

Key Responsibilities

• You know a great technical sale is about more than delivering a polished demo.
• The real work is understanding what a customer is trying to accomplish, figuring out whether Expel can actually solve it, and making sure what we promise during the sales process is exactly what our teams are prepared to deliver.
• You'll lead technical discovery, demonstrate Expel's service, design and drive Proofs of Value (POVs), work through technical objections, and create the bridge between Sales and Delivery so customers aren't starting over once the deal is signed.
• We're looking for someone who can listen, ask great questions, tell a compelling technical story, challenge assumptions when necessary, and build trust with everyone from a SOC analyst to a CISO.
• Give you ownership across the technical sales lifecycle, from discovery and demos through POVs, technical objections, escalations, and the transition into service delivery.
• Connect you with experienced Account Executives, Sales leaders, SOC analysts, Detection & Response, Product, Engineering, Customer Success, and Service Delivery teams.
• Give you the opportunity to influence how we run POVs, approach Enterprise opportunities, transition customers into delivery, and improve the overall Solutions Architecture motion.
• Lead POVs end to end by defining meaningful success criteria, building the technical delivery plan, coordinating internal teams, troubleshooting issues, and keeping execution on track.

Required Skills and Qualifications

• Connect you with experienced Account Executives, Sales leaders, SOC analysts, Detection & Response, Product, Engineering, Customer Success, and Service Delivery teams.
• Maintain strong working knowledge across SIEM, endpoint/EDR, network, cloud, security operations, incident response, attacker behavior, and detection and response.
• What you should bring with you 8+ years of relevant experience across Solutions Architecture, Sales Engineering, technical security selling, security consulting, security operations, incident response, or similar customer-facing security roles.
• Meaningful experience leading complex Enterprise POVs, including technical discovery, defining success criteria, coordinating execution, managing objections, troubleshooting issues, and connecting technical outcomes back to customer goals.
• Strong storytelling skills.
• Strong project and stakeholder management skills with experience coordinating complex work and holding others accountable without relying on formal authority.
• Hands-on experience working in a SOC, incident response, threat hunting, detection engineering, or another security operations environment.
• Experience selling or delivering MDR, MSSP, SIEM, EDR/XDR, cloud security, or other security operations solutions.

Benefits and Perks

• Bonus points for...
• The targeted base salary range for this role is $186,000 to $195,000 USD, with a 75/25 pay mix resulting in targeted on-track earnings (OTE) of $248,000 to $260,000 USD, plus equity.
• Your compensation will ultimately be based on factors such as your experience, skills, team equity, and market data.
• You'll also be eligible for unlimited PTO, which we model and encourage, work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.
• We'll ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment.

Work Location and Schedule

This role is listed as Remote USA with location information shown as Remote USA. The employment type is Full Time.

About the Company

Expel is the organization connected with this listing. USA Jobs Today displays this opportunity for job discovery only, so applicants should verify company details, application instructions, and eligibility on the official employer website.