Solutions Architect

Location: Remote US or Canada

Travel: Up to 20% for client meetings, conferences, events, and team gatherings.

About Trail of Bits

Founded in 2012 by 3 expert hackers with no investment capital, Trail of Bits is the premier place for security experts to boldly advance security and address technology's newest and most challenging risks. It has helped secure some of the world's most targeted organizations and devices. Our combination of novel research with practical solutions reduces the security risks that our clients face from emerging technologies. Our work helps drive the security industry and the public understanding of the technology underlying our world.

Cybersecurity preparedness is a moving target. Companies like ours are the tip of the spear in the fight against attackers. Our research-based and custom-engineering approach ensures that our client's capabilities are at the forefront of what's available. For companies and technologies that live and die by their security, a proactive, tailored approach is required to keep one step ahead of attackers.

Democratizing security information is essential. As part of our business, we provide ongoing informational support through blogs, whitepapers, newsletters, meetups, and open-source tools. The more the community understands security, the more they'll understand why a company like ours is so unique and valuable.

The Role

We're hiring a Solutions Architect to own strategy for our key accounts: staying close to clients after engagements and building the program that should follow the work we've delivered.

Our strongest relationships turn into long-running programs: multi-year, cross-practice work carried by a dedicated account team of Senior Account Executives, Senior Sales Engineers, Project Management, and Engineering. Demand for that depth keeps growing, and scaling it takes someone whose full-time job is the technical side of it, freeing engineers to spend their hours on engagements.

Expect to spend most of your time post-signature, working both directions with Senior Sales Engineers: they bring you into accounts as programs deepen, and the expansion you surface routes back through them. You take cross-practice and programmatic work by exception.

This is a technical, client-facing seat: as comfortable in the boardroom as in the architecture review, able to sit with a client's CISO or head of engineering and hold an impactful technical conversation about a system you've never seen. The strongest candidates are former engineers who moved into commercial work and kept the technical instincts: a technical account director at a security firm, or a consulting lead who owned a client portfolio. It's a new position, and you'll help define how it evolves.

You'll also translate the findings into follow-on work, not just hand them off.

What You'll Do

• Post-Engagement Technical Sponsorship
• Join findings readouts alongside the engineers who did the work, then own the expansion planning that follows
• Own the technical continuity of each named account: what changed, what is still open, what we should look at next.
• Join or lead technical office hours and working sessions that give client engineers structured, scoped access to our expertise.
• Back the PMO on escalations that turn technical. The process and the client relationship stay with them; the methodology and judgment are yours.
• Client Technical Strategy and Business Reviews
• Own the technical half of business reviews across our strategic accounts, with a point of view on where the client's security should go next rather than a recap of what we delivered.
• Build a multi-year security roadmap for each account in your named portfolio, and use it to make the case for the next phase.
• Amplify the technical voice to our dedicated account teams, account planning, and portfolio strategy.
• Spot the single-practice clients who should be working with more of the firm, and make the technical case before anyone makes the commercial one.
• Expansion and Program Design
• Convert post-engagement needs into scoped work: fix reviews, differential reviews, follow-ons, retained advisory, and multi-phase programs. Re-engage past clients where delivered work gives us a running start.
• Design and price programmatic engagements that span practice areas, working with the practice leads whose people will staff them.
• Help shape our milestone- and outcome-based engagement models, and partner with Account Executives on expansion. Commercial strategy is theirs; whether the technical plan is right and deliverable is yours.
• Complex Pre-Sales and Service Design
• Take the deals that fall outside our established scopes: cross-practice engagements, multi-year programs, and clients still working out what they need. Write down what you learn so the next person does not start over.
• Refine our service offerings alongside the Lead of Sales Engineering, our Engineering Directors, and the Head of GTM, translating engineering capabilities into services we can bring to clients.
• Iterate the agentic tooling our GTM team runs on. Everyone here ships skills; this role ships the ones that make scoping and account planning faster.
• How This Role Fits the Team
• Every seat here has a clear lane. Senior Sales Engineers own the pre-sales technical gate and stay engaged with clients after signature; you step in for programmatic and cross-practice work, by exception. You're PMO's technical counterpart on delivery, scheduling, and client continuity. The commercial relationship and the number belong to Account Executives, while the technical strategy behind it is yours. Engineers deliver the work: you'll know when to loop one in, though you won't carry billable hours on engagements yourself.

Requirements

What You'll Bring

• Client-facing security depth. You bring 7+ years in security consulting, security engineering, or a related technical delivery role, including 3+ years client-facing, and can hold a technical conversation with anyone from a client's staff engineer to their board.
• The ability to design a program, not just a project. You can look at a client's estate, say what should happen over the next twelve to eighteen months, and defend the sequence, backed by hands-on delivery experience in security assessments, architecture reviews, threat modeling, or remediation.
• Scoping and pricing judgment. Experience translating ambiguous technical needs into scoped, priced engagements, including statements of work reviewed by both clients and delivery teams.
• Credibility with engineers. You don't have to be the deepest specialist in every domain, but you need enough judgment to work effectively with specialized engineers, know where your own expertise ends, and ask strong technical questions. Clients will interview and challenge you.
• Commercial instinct. You can spot the expansion and shape it, and you leave the closing to the Account Executives who are great at it.
• Clear technical writing. Roadmaps, readouts, statements of work, and business review material. Structure and accuracy matter more than volume.
• AI-native in practice. You build with agentic tooling: skills, agents, and automations you can show us or walk us through, and you can explain what you built, why, and how it worked. You will extend ours.
• Nice to Have
• These are not day-one requirements, but where the role can grow.
• Prior work at a security consultancy, audit firm, or professional services organization
• Depth in one or more of our domains: application security, blockchain, cryptography, AI/ML security, or systems and low-level research
• Experience owning technical business reviews or a named account portfolio
• Experience designing retained, programmatic, or outcome-based security engagements