Solutions Consultant

Adaptive Security · New York, NY

Base: Not disclosed
OTE: Not disclosed
Posted: 1mo ago

Still open · checked 2h agoon Adaptive Security's careers page

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What Adaptive Security sells

Stops AI scams that fake voices and texts

Scammers now use AI to fake voices, faces, and text messages, so workers can be tricked into trusting the wrong person. Adaptive Security protects teams from these tricks, including deepfakes, smishing, and AI voice scams. That helps employees stay safe when a message or call looks real but isn't.

In plain English, from their own job posts. Something wrong? Tell us

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The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Mostly inbound or an assigned book.
Time on market: Open 49 days. Ask why it's been hard to fill.
Company hiring: This is their only open sales role.

Red flags

None spotted.

Green flags

SDR or inbound support. You won't be building all of your own pipeline from zero.

Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
5.
Is the territory new or existing? Who had it before?
An existing book is a head start. Greenfield means building from zero.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Adaptive Security? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

The role

Technical pre-sales role supporting AEs on AI-security deals with large banks and enterprises: you run POC evaluations, answer technical questions, and relay prospect feedback to Product and Engineering. NYC onsite.

Enterprise · New Logo · Inbound

Selling motion

New Logo

Who you're selling to

Buyer:: Security, IT and technical buyersIn their words: “Strong technical fluency with the ability to speak credibly to security, IT, and technical buyers”
Industry:: Banking, technology and healthcareIn their words: “Trusted by leading banks, technology companies, and healthcare organizations”
Company size:: Enterprise

Pipeline expectations

Mostly inbound or an assigned book of business.

Compensation

The posting doesn't list pay.

What is not disclosed

This posting doesn't tell you:

Base salary
OTE
Quota size
Quota attainment
Average deal size
Territory
Sales cycle length

The questions above cover the big ones.

Full posting

About Adaptive Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks. In December 2025, the company announced an $81M Series B led by NVIDIA and Bain Capital Ventures, with participation from Capital One Ventures, Citi Ventures, and continued support from Andreessen Horowitz (a16z), the OpenAI Startup Fund, and Abstract Ventures. The round marked NVIDIA’s first AI cybersecurity investment. Adaptive was founded by Brian Long and Andrew Jones, repeat entrepreneurs who have built and scaled category-defining companies. Brian and Andrew previously co-founded Attentive, which grew to more than $500M in annual revenue and a $10B+ valuation, and TapCommerce, which was acquired by Twitter. Together, they bring deep experience building high-growth, product-led businesses at massive scale as Adaptive builds the security layer for the AI era. Trusted by leading banks, technology companies, and healthcare organizations, Adaptive protects teams from emerging threats like deepfakes, smishing, and AI-powered voice scams. With rapid enterprise adoption and a $200B+ market ahead, the company is just getting started. The Role We're looking for a Solutions Consultant to serve as the technical backbone of our pre-sales process. You'll partner closely with Account Executives to field technical questions from prospects, run proof-of-concept evaluations, and act as the trusted technical voice throughout the deal cycle. This is a high-ownership role for someone who can move fluidly between technical conversations and hands-on prospect support, and who wants to shape how a fast-growing security company sells to its most sophisticated buyers. Responsibilities - Run proof-of-concept evaluations for prospects considering whether to purchase Adaptive products, including providing hands-on technical support - Serve as the technical liaison between prospects and internal Engineering and Product teams, surfacing requirements and feedback that shape the roadmap and escalating any issues as needed - Conduct technical calls with prospects - answering product and technical questions for accounts not running a POC - Partner with internal teams (Product, Design, Leadership) to continuously improve the prospect experience, tools, and processes. - Strive to exceed prospect expectations in response quality, timeliness, and overall satisfaction, ensuring their evaluations are successful Qualifications - 3-5 years of experience in Solutions Consulting, Customer Success, Sales Engineering, or a similar customer-facing technical role, ideally at a SaaS or cybersecurity company - Strong technical fluency with the ability to speak credibly to security, IT, and technical buyers - Comfort running structured evaluations (POCs), including managing timelines and prospect expectations - Ability to troubleshoot and work with Engineering to solve problems - Exceptional organizational, project management, and time management skills - Strong presentation, communication, and written skills - A proactive, adaptable mindset with comfort operating in a fast-paced, high-growth startup environment What We Offer - The opportunity to define and standardize the customer experience from day one, ensuring your work directly shapes how we scale. - A supportive, inclusive environment where every team member’s contribution is valued. - A culture that promotes continuous learning and growth, with access to resources and mentorship to advance your skills and career. - The chance to work on challenging products that will impact millions of people. Compensation & Benefits - Competitive compensation and a fantastic office atmosphere. - Premium healthcare and wellness benefits. - Catered lunch in the NYC office, Monday - Friday. Environment - This role is located in New York City, requiring the candidate to work onsite five days a week. - You’ll be part of a highly collaborative team that values real-time communication and hands-on problem solving. Ready to Apply? If you are eager to apply your skills in a dynamic, collaborative environment, and are passionate about building robust onboarding and support systems, we would love to hear from you. Join us in defining how our company scales, and become a cornerstone of our customers’ success.

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