Tigera secures AI agents on any Kubernetes platform, from the kernel with eBPF. With Tigera Lynx, enterprises run AI agents in production and stay in control: Lynx discovers every agent, governs every call, contains any agent that steps out of line, and keeps a record of what each one did.

Tigera created Project Calico, which secures more than 8 million Kubernetes nodes every day, and the commercial Calico platform is trusted by Global 2000 enterprises including NVIDIA, Royal Bank of Canada, Chipotle, Bloomberg, and GoDaddy.

If you are looking to help make a substantial impact, and our values and products align with your vision of your career growth, we want to hear from you!

The Opportunity

AI agents are reaching production faster than security teams can govern them, and Lynx is how we help them do it. We’re hiring a Principal Solutions Architect in Vancouver to act as the number two for Lynx presales across North America.

This is a senior role with direct influence on where the product and the business go. You’ll run the most important Lynx deals in the region, work closely with our VP of PM on the roadmap, and be the person customers, partners and our own sales team turn to when they want to understand what Lynx does and why it matters. The category is still being defined, and so is how we sell into it, so you’ll help shape both.

This role is ideal for a forward-thinking pre-sales professional or platform/security engineer eager to spearhead AI agent security while the category is being defined. You don’t need to be an AI expert on day one, if you bring strong Kubernetes and application security foundations along with a passion for how AI systems are built, we will help you build the required expertise.

The pay range for this role is CA$150-170k OTE. It will be hybrid out of our office in Vancouver.

What You Will Do

Technical Sales Leadership: Drive end-to-end technical evaluation wins across key Lynx accounts in North America—guiding engagements from early discovery and proof-of-concept validation through final execution with high win conversion rates.
Discovery & Problem Solving: Rapidly uncover root enterprise challenges, distinguishing core business requirements from initial requests to engineer tailored, impactful solution architectures.
Objection Handling: Convert prospect pushback into actionable criteria by accurately diagnosing functional gaps, educational needs, or strategic deal alignment.
Resource & Scope Governance: Qualify engagements early to safeguard product roadmaps and engineering bandwidth, gracefully refocusing or disengaging from unqualified prospects.
Product & CTO Collaboration: Partner directly with product management and executive leadership to influence product strategy using prioritized, real-world field insights and deal evidence.
Regional Technical Ownership: Serve as the primary technical lead for Lynx in North America, establishing gold-standard PoC benchmarks while mentoring account executives and solutions engineers.
Thought Leadership & Evangelism: Champion Lynx across industry events, analyst briefings, and community workshops, delivering compelling content on securing modern AI workloads.
Sales Enablement Assets: Design scalable reference architectures, reusable demonstration environments, and PoC execution frameworks for global field enablement.
RFP & Security Validation: Author high-impact technical responses for complex RFPs, vendor assessments, and enterprise security evaluations.
Strategic Advisory: Act as a trusted advisor to major Calico enterprise clients, helping them integrate Lynx into their broader AI adoption strategies.
Travel Expectation: Willingness to travel up to 25% across North America for key customer meetings and industry conferences.

What You Bring

Proven Pre-Sales Track Record: At least 8 years in customer-facing technical positions (e.g., Solutions Architect, Field CTO, Sales Engineer), with a strong history of closing complex enterprise infrastructure and security deals.
Early-Stage Category Creation: Background serving as a founding or pioneer SA for a novel technology, building value propositions, demonstration kits, and evaluation frameworks from the ground up.