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Sales Engineer



Sales & Business Development
New York, NY, USA
Posted on Tuesday, May 21, 2024

Working at Thoropass

At Thoropass, we are on a mission to transform an industry that’s never been known for innovation, but we aren’t letting that stop us. We love collaborating to come up with new ways to solve problems that would stump other teams, and we have created a workplace where the best idea wins, and we bring out the best in each other.

Our team is full of entrepreneurial people with a bias toward action, an insatiable intellectual curiosity, and a desire to learn and grow personally and professionally. By bringing remarkably talented people together, we have the opportunity to create something truly amazing for our customers and our team.

What We Do

Thoropass combines simple software with expert guidance to help SaaS companies manage security compliance, security audits, and enterprise procurement security diligence. Thoropass helps companies adopt stage-appropriate compliance practices that enterprises can trust and reduce the time and costs of security audits by 50% or more.

We are a rapidly expanding team based in New York. We were founded in May 2019 and raised our Series C funding in November 2022. Our top investors include J.P. Morgan, PayPal Ventures, Fin Capital, Centana, and Bain Capital. We're growing customers and revenue dramatically, and we’re poised for continued break-out growth in 2024 and beyond.

About the Job

We are seeking a unique, scrappy, and innovative thinker to join our Sales Engineering team. This is a key role in the company and one that’s rapidly evolving, so we’re looking for someone open to a challenge and wanting to make their mark on an ever-evolving startup. This is someone who can be deployed in different situations, is comfortable being uncomfortable, and can find their way through.

Sales Engineers are our compliance professionals who work in partnership with our revenue team (Sales and Customer Success) to address any technical compliance or platform questions with prospects. The ideal candidate will provide compliance expertise, solution scoping, sales support and thought leadership for a growing team of Sales Engineers.

In this role, you would play a pivotal role in driving our product's market success. You'll be responsible for bridging the gap between technical solutions and customer needs – ensuring our product's value proposition is effectively communicated and understood by potential clients.

You will also be given the opportunity to work on or touch all aspects of a rapidly growing start up – from product development and improvement, to customer delivery, to exciting marketing and partnership opportunities. It’s a unique role that will give you exposure to all aspects of the business!

What you’ll do

  • Sales Support and Strategy: Collaborate closely with the sales team to develop and execute sales strategies that highlight the technical advantages of our software.
  • Own Free Trials and Demo Environments: You will be responsible for running effective free trial and POC processes for prospects as part of pre-sales.
  • Solution Scoping: For complex deals, you will lead the first iteration of custom scoping conversations and solutions, delivering accurate and transparent information downstream to our Customer Solutions and Delivery teams.
  • Training and Enablement: You will be involved in the development and delivery of various frameworks and enablement sessions. This may include framework specific review, industry updates, or product and feature roll out impact.
  • Industry Events: Maintain up-to-date knowledge of relevant industry updates, competition, and trends via events, product deminars, etc.
  • Product Expertise: Maintain in-depth knowledge of the product’s features, capabilities, and updates to provide detailed technical advice and support.
  • Feedback Loop: Act as a liaison between various teams - bringing pre-sales and post-sale teams, providing feedback from the field to the product team, and assisting marketing and partnerships on branding and events.
  • Establishing Process: Work with the Head of Sales Engineering to create scalable and repeatable processes, both internally for a new team, as well as across the organization.

About You

  • Experience with compliance and security frameworks, at a minimum SOC2, but not limited to HITRUST, PCI, HIPAA, ISO27001, SOC1, GDPR, CCPA, etc.
  • Proven ability to work cross functionally across multiple teams, understanding how your role effects the rest of the organization
  • Outstanding communication and interpersonal skills, both internally and externally
  • The ability to be creative and forward thinking, proposing multiple viable paths forward in any given situation
  • A consistent challenger of the status quo, wanting to improve every day
  • A team player through and through, you raise your hand to help even if its outside of your immediate responsibilities

Skills and Competencies

  • Technical Expertise: Profound understanding of the InfoSec Compliance industry and various software tools emerging from it.
  • Project Scoping: Experience scoping complex custom infosec project/audit requirements, with SOC2 being a requirement, and ISO 27001, HITRUST, PCI, SOC1, GDPR, HIPAA, etc. as bonuses
  • Adaptability: Flexibility and adaptability in a fast-paced and dynamic startup environment, with the ability to manage multiple priorities effectively.


  • Bachelor’s or Master’s degree in Information Systems, Computer Science, Engineering, or a related technical field.
  • Deep InfoSec Compliance expertise including certification(s) in building or auditing programs related to SOC2, ISO 27001, HITRUST, PCI, HIPAA, etc.
  • Demonstrated leadership and team building skills
  • Strategic thinker with a results-driven approach to problem-solving.

Bonus Points

  • New York City - preferred (with the ability and willingness to travel to NYC 2-3x per quarter)
  • Selling experience, including but not limited to creating and presenting pricing proposals
  • A large network of compliance or InfoSec experts to draw upon for expertise, thought leadership, customer referrals or employee referrals

Your Compensation

  • Competitive base salary of $90k - 140k plus variable
  • Exceptional benefits package
  • Early equity in a fast-growing company
  • Hybrid work model (2-3 days in office, based on location)
  • Unlimited PTO
  • Home office equipment
  • Monthly wellness and home Wi-Fi stipend


Equal Opportunity

Thoropass provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications. However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role.