AI Sales Solution Specialist

We are looking for an experienced Sales Engineer or technical presales professional who is ready to take the next step - owning business outcomes while still leveraging deep technical expertise. This new role of Product Sales Specialist on AI Security offers the opportunity to bridge technical credibility with quota responsibility, helping customers understand, prove, and adopt a flagship AI security solution.

In this role, you will work hand-in-hand with Account Executives, serving as the trusted product advisor throughout the sales cycle. From discovery to proof to close, you will shape solution strategy, lead technical conversations, and ensure measurable outcomes that drive adoption and customer trust.

Location: United States, Remote (Home Office)

Eastern time zone preferred.

Responsibilities:

• Own the product quota in your region with clear, predictable attainment
• Partner with Account Executives as the AI Security expert from early discovery through close and expansion
• Run sharp technical discovery and qualification for AI-related risks and needs
• Lead solution mapping, value narrative, and proof planning alongside Sales Engineering
• Analyze funnel and conversion metrics by stage; identify friction, propose fixes, and track results
• Review Gong calls to surface technical objections and missed opportunities, then coach talk tracks
• Create repeatable plays such as discovery guides, objection handling, proof exit plans, and competitive land strategies
• Provide structured feedback to Product and Product Marketing on roadmap, packaging, and messaging
• Enable the field and partners with concise content and live sessions grounded in real objections and proof tactics
• Maintain accurate forecasts and CRM hygiene with clear next steps and date-driven plans

• Proven success in quota-carrying product or solution specialist roles or a strong presales background and desire to move into quota ownership
• Hands-on experience in cybersecurity, ideally with AI security, AI governance, LLM monitoring/evaluation, DSPM, AppSec, or software supply chain security
• Confidence leading discovery, value proof, and technical conversations with CISOs, architects, and engineers
• Strong command of conversion metrics and proof success drivers
• Fluency with Gong (or similar) and ability to turn customer insights into actionable plays.
• Clear communicator with strong narrative skills and executive presence
• Familiarity with frameworks like NIST AI RMF, OWASP guidance for LLMs, or zero trust principles is a plus

How success will be measured:

• Attainment of product quota and pipeline coverage
• Conversion lift at key stages—discovery, proof, close
• Proof success rate and reduced time-to-value
• Attach rate of the product in active opportunities
• Forecast accuracy and CRM discipline
• Field adoption of plays, talk tracks, and enablement content

Why Mend.io:

Mend.io is redefining how modern organizations secure software, from open source and custom code to AI generated components. As the creators of the first AI Native AppSec Platform, we help global enterprises stay safe, fast, and compliant in an era of AI driven development. Our platform combines intelligent automation, deep risk visibility, and developer-first experiences, shaping the future of application security.

We are also committed to building an inclusive, empowering workplace. If you’re excited about this role but don’t meet every requirement, we encourage you to apply. Your perspective could be exactly what we need.

Our Culture:

At Mend.io, we are building more than the future of application security - we are building a culture where diverse perspectives drive innovation. As we lead the way in securing AI powered applications, we believe the best solutions come from teams where everyone feels seen, heard, and empowered to thrive. 

We are committed to a workplace rooted in respect, trust, and growth. That means supporting your development through mentorship, learning, and meaningful challenges, while also valuing flexibility and balance.