Cybersecurity, Software Development Tools, Cloud Security

Technical Enablement Manager

Palo Alto, CAOnsiteFull TimeManager / Head$190,000–$250,000 /yrPosted 2 days agoVisa sponsorship available

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Required skills

AI coding
enterprise AI
AI agents
code generation
security
safety
vulnerabilities
secure code
exploit
AURI

Nice to have

call analytics
Gong
CRM
PoV data
security tooling
security leaders

Role summary

Endor Labs is seeking a Technical Enablement Manager to own the end-to-end technical readiness for their presales Solutions Architects and post-sales Customer Solutions Engineers. This role is critical for ensuring the field can accurately represent the platform and win on technical merit. Responsibilities include developing onboarding and ramp programs, managing feature launch enablement, creating golden demo paths, maintaining the demo environment, defining certification standards, and establishing content and metrics. The ideal candidate has 5+ years of experience in technical enablement, sales engineering, or solutions architecture, with a strong technical foundation in application security, software supply chain security, or developer tooling. Fluency in the technical sales motion and a builder's instinct for instructional design are essential.

About Us

AI coding is the largest use case of enterprise AI adoption today, as is evident from the success of Anthropic on Claude Code, Cursor’s $60B exit to SpaceX, and Cognition’s $48B valuation.The bottleneck now has moved from code generation to security and safety - AI agents write code faster than any team can review it, and over 65% of the lines of code produced by them are insecure. Vulnerabilities are piling up 16x faster than companies can fix them, and adversaries are able to exploit these new vulnerabilities within hours.AURI by Endor Labs closes that gap. It runs inside the harness where coding agents work, through hooks, skills and MCP, so the controls sit outside the model and every agent action is visible. Underneath is our patented code context graph, which maps code, open source, containers and infrastructure. It shows which vulnerabilities can actually be reached and exploited, then delivers fixes that won’t break the application. Security teams get evidence instead of noise, and developers get fixes instead of tickets.The companies building AI trust us to secure it - our customers include OpenAI, SpaceX, DoorDash, Dropbox, Atlassian, MongoDB, Snowflake, Robinhood and Peloton to name a few.Endor Labs is the third company from Founder & CEO Varun Badhwar, who built Prisma Cloud, the platform that helped define cloud security, from $0 to $300M ARR at Palo Alto Networks. We’ve raised $163M from Lightspeed, Coatue, DFJ Growth, Salesforce Ventures and Dell Technologies Capital.Software runs everything around our lives today - banking, hospitals, airports and power grids. AI now writes more of it every day, and our mission is to make sure the world can trust that software. Come build that future with us.

The Role

Own technical enablement end to end for our presales Solutions Architects (SAs) and post-sales Customer Solutions Engineers (CSEs) — the single person accountable for the field's technical readiness. You own onboarding and ramp, feature launch enablement, golden demo paths, the demo environment, certification, and the content and metrics that hold it together, so the whole field can represent the platform accurately and win on technical merit. It's a dedicated role, not a side-of-desk task.

How You'll Make and Impact

Onboarding & ramp. Replace the static checklist with a guided 30/60/90 path — recorded modules, documentation, and hands-on labs — that gets every new SA and CSE to certified field-readiness, independent of who mentors them.

Launch enablement. Run a tiered cadence sized to launch impact, with a standing cross-functional SME working group, so every GA release reaches the field at the right depth, on time, with spaced reinforcement that makes it stick.

Product partnership & change readiness. Make enablement a standing contract with Product, catch breaking changes early, and arm the field before a change reaches customers.

Golden demos & value storytelling. Curate one canonical, value-led demo per product — lead with the outcome, then show — and keep it current as the product moves.

Demo & lab environment. Own the single demo tenant and the labs that run on it: realistic data, pre-wired integrations, reset automation, and isolated lab instances per new hire.

Certification & competency. Define what "good" looks like across levels, certify readiness rather than assume it, gate solo customer-facing moments on it, and coach the field toward the next level with structured feedback.

Content & measurement. Keep one source of truth current by default, and report ramp time, launch coverage, certification, and PoV technical-win conversion against a baseline.

What You Bring to the Table

5+ years in technical enablement, sales engineering, solutions architecture, or technical product marketing — ideally having both carried a technical field role and built programs for one.

A strong technical foundation in application security, software supply chain security, or developer tooling (SCA, SAST / AI code security, CI/CD, integrations) — enough to earn field credibility and translate capability into field-ready assets.

Fluency with the technical sales motion: discovery, demos, PoVs / PoCs, value/ROI and competitive positioning.

A builder's instinct for instructional design and reusable content — build once, use many — plus the program management to run a cadence across Product, PMM, Engineering, and the field.

A track record of turning complex product capability into clear, practical enablement, and measuring whether it worked.

Nice to Have

Hands-on experience owning a demo/lab environment and an LMS or enablement platform.

Familiarity with call analytics (e.g., Gong) and CRM / PoV data for measuring field impact.

Experience standing up a certification or competency program from scratch.

Background selling or supporting security tooling to security and engineering leaders.

What We Offer You

Competitive salary and comprehensive benefits package including Health, Dental, Vision and Mental Health plans.

401(k) plan to support your longterm financial goals.

Flexible PTO to maintain a healthy work-life balance (we want you here for the long-haul!)

Opportunities for co-working and team meetups to foster collaboration.

A dog-friendly office environment for those who love to bring their fur babies along.

Endor Labs is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Even if you don't fit every requirement above, we believe in the power of diverse perspectives and experiences, so we encourage all talented individuals to apply—there's no one-size-fits-all here.

Compensation: For candidates who receive an offer for this position, the compensation range is expected to be between $190,000 - $250,000. This may include additional incentives such as commission targets, restricted stock units, and/or bonuses, depending on the role.

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