How to apply for AI Solutions Architect- Pre-sales

About HiddenLayer

HiddenLayer builds security products for machine learning models and algorithms. The company offers threat modeling, ML risk assessment training, red team assessments, and AI/ML model scanning. It was founded by AI and security specialists and has won RSA's Innovation Sandbox, CB Insights AI 100, CyberTech 100, and SC's Most Promising Early-Stage Start-up awards.

About the role

This is a pre-sales role on the sales team focused on AI security. You work with sales representatives and prospective clients to understand security needs, demonstrate HiddenLayer products, and design tailored solutions. Your technical depth and communication skills drive adoption of the company's AI security offerings.

A typical day

A typical day might include joining a sales call to gather a prospect's security requirements, preparing or delivering a product demo, and drafting a technical solution outline with the sales representative. You may also answer technical questions from client ML or security teams and update internal notes on opportunity progress. Ask the hiring team how demos, proofs of concept, and travel are handled in practice.

Who HiddenLayer is looking for

• Has hands-on experience with machine learning models or ML pipelines and understands adversarial AI threats such as model evasion, poisoning, or extraction.
• Has pre-sales or solutions engineering experience, including running product demos, scoping proofs of concept, and answering technical objections from security and ML teams.
• Can explain technical concepts to both security practitioners and business stakeholders in clear language.
• Is comfortable working remotely with a distributed sales team and traveling to client meetings as needed.

Tips for this application

• Reference specific HiddenLayer products or capabilities from their website, such as model scanning or red team assessments, in your application materials.
• Describe a past pre-sales engagement where you mapped a client's security requirements to a technical solution, including the outcome.
• Show familiarity with adversarial AI attack types (evasion, poisoning, extraction) and how they affect deployed ML models.
• Mention any experience with security frameworks, compliance requirements, or ML operations tooling that relates to HiddenLayer's buyer personas.
• Note that the company is early-stage and award-winning; show you understand what working at a startup sales team involves.

What to cover in your cover letter

["A concrete example of translating a client's security problem into a technical solution during a pre-sales cycle.", 'Your hands-on knowledge of ML systems and why AI security is a distinct problem from traditional application security.', 'Experience collaborating with sales representatives to close deals, including demoing products and handling technical objections.', 'Why HiddenLayer specifically: reference their patent-pending solution, their focus on adversarial AI, or their award recognition.']

Research before applying

• Read HiddenLayer's product pages and any published material on their patent-pending AI security solution.
• Look up the RSA Innovation Sandbox, CB Insights AI 100, CyberTech 100, and SC awards to understand what the company was recognized for.
• Study common adversarial AI attack techniques (evasion, poisoning, model extraction) so you can speak to them in interviews.
• Check the backgrounds of the founders and their stated reasons for starting HiddenLayer to understand the company's technical point of view.

Likely interview topics

Based on the job description, expect questions about:

• How would you explain adversarial AI attacks to a prospect who only understands traditional cybersecurity?
• Walk through a pre-sales cycle you led: how you scoped requirements, demoed the product, and handled technical objections.
• What is your experience with ML model scanning, red teaming, or threat modeling for AI systems?
• How would you architect a solution for a client that needs to secure multiple ML models in production?
• How do you work with sales representatives to qualify opportunities and prioritize technical resources?

Common mistakes to avoid

• Applying without any demonstrated knowledge of AI or ML security, since this role requires technical credibility with ML and security teams.
• Treating this as a generic sales engineering role and ignoring the AI security specialization in your materials.
• Using vague claims about communication skills without a concrete pre-sales example that shows scoping, demoing, and closing support.