How to apply for VP of Solutions Architecture

About HiddenLayer

HiddenLayer provides security for machine learning models and algorithms. It offers threat modeling, ML risk assessment training, red team assessments, and AI/ML model scanning. The company was recognized by RSA Innovation Sandbox and CB Insights AI 100.

About the role

This VP of Solutions Architecture leads the pre-sales team, including Sales Engineers and Solution Architects. The role involves overseeing technical demos, proof of concepts, and solution architecture to support enterprise sales cycles. You will work with sales, product, and engineering to drive revenue by showing the value of HiddenLayer's SaaS security platform.

A typical day

A typical day might involve meeting with the sales team to review upcoming deals, coaching Sales Engineers on technical demonstrations, and working with product or engineering on solution designs. You could also join customer calls to explain the value of HiddenLayer's AI security platform and oversee proof of concept projects.

Who HiddenLayer is looking for

• Experience leading pre-sales teams such as Sales Engineers or Solution Architects in a SaaS or security company.
• Strong technical background in machine learning security, AI risk, or related cybersecurity domains.
• Proven ability to partner with sales teams on complex enterprise deals and design tailored solutions.
• Business acumen to develop pre-sales strategy and manage technical demonstrations and POCs.

Tips for this application

• Highlight any experience managing pre-sales teams in cybersecurity or AI/ML security, since HiddenLayer focuses specifically on adversarial AI attacks.
• Emphasize familiarity with proof of concept processes and solution architecture for enterprise SaaS sales.
• Mention any exposure to threat modeling, ML risk assessment, or red team assessments, as these are part of HiddenLayer's offerings.
• Connect your pre-sales leadership to revenue outcomes, such as supporting complex sales cycles and driving technical wins.
• Note that the role is remote US-based, so confirm your location and ability to work remotely in your application.

What to cover in your cover letter

['Your experience leading pre-sales teams and managing Sales Engineers or Solution Architects.', 'Specific examples of how you partnered with sales to design solutions for enterprise customers.', 'Any technical knowledge of AI/ML security, adversarial attacks, or model scanning.', 'Your ability to develop pre-sales strategy and oversee technical demonstrations and POCs.']

Research before applying

• Study HiddenLayer's platform and services: threat modeling, ML risk assessment training, red team assessments, and AI/ML model scanning.
• Review the RSA Innovation Sandbox and CB Insights AI 100 recognitions to understand the company's market position.
• Look up recent news or publications about adversarial AI attacks and ML security to speak knowledgeably about the problem space.
• Check if HiddenLayer has published any case studies or technical blogs that show how their solutions are used in enterprise settings.

Likely interview topics

Based on the job description, expect questions about:

• How you would structure and lead a pre-sales team for a growing AI security company.
• Your approach to designing tailored solutions during complex enterprise sales cycles.
• Technical questions about machine learning security, threat modeling, or adversarial AI attacks.
• How you collaborate with sales, product, and engineering teams to drive revenue.
• Your experience with proof of concepts and technical demonstrations for SaaS solutions.

Common mistakes to avoid

• Focusing only on sales leadership without demonstrating technical depth in AI/ML security or solution architecture.
• Ignoring the pre-sales aspect and treating the role as a pure sales management position.
• Failing to show familiarity with enterprise SaaS sales cycles and proof of concept processes.