You are an experienced Sales Engineer who combines deep technical fluency with a passion for customer success. You thrive in complex enterprise environments, are equally comfortable presenting to a CISO and whiteboarding an API integration with a DevOps team, and you bring the consultative instincts to guide prospects through every stage of a technical sale-from initial discovery through proof-of-concept and close. You are results-driven, relationship-focused, and ready to hit the ground running in a high-growth, fast-paced startup environment.
Your ImpactKey Responsibilities- Lead technical discovery calls to assess prospect environments, identify pain points around privileged access, identity sprawl, and cloud security posture, and determine product/client fit.
- Deliver compelling standard and custom product demonstrations tailored to prospect-specific environments, including multi-cloud architectures, IdP integrations (Entra ID, Okta, Ping Identity), and DevOps workflows.
- Own and execute Proof-of-Concept (POC) engagements end-to-end-defining success criteria, configuring test use cases, guiding customer implementation, and driving to a technical win.
- Proactively evangelize the capabilities of Britive's platform, including JIT/ephemeral access, Zero Standing Privileges, and unified identity security across cloud and on-prem environments.
- Work closely with Engineering and Product teams to translate field feedback into product improvements and maintain deep, current knowledge of the platform.
- Partner with Account Executives throughout the sales cycle to develop technical strategies, respond to RFPs and security questionnaires, and remove technical blockers.
- Build strong relationships as a trusted technical advisor, ensuring customers maximize the value of their Britive investment and creating strong references, renewal opportunities, and upsell potential.
- Continuously gather competitive intelligence and market feedback to inform positioning and go-to-market strategies.
What You'll NeedRequired Skills & Experience- Minimum 5 years of relevant experience in a Sales Engineer, Solutions Architect, or similar technical pre-sales role for a B2B software company.
- Demonstrated experience with Identity & Access Management (IAM) and Privileged Access Management (PAM), including hands-on familiarity with at least one enterprise IdP: Microsoft Entra ID (formerly Azure AD), Okta, or Ping Identity.
- Strong technical consultative selling skills with a disciplined sales process and the ability to manage complex, multi-stakeholder enterprise evaluations.
- Knowledge of additional programming or scripting languages (e.g., Python, Java, Shell) and experience working with REST APIs and developer toolchains.
- Experience with CI/CD pipelines and DevOps tooling such as Terraform, Kubernetes, GitHub Actions, or similar.
- Familiarity with Zero Trust principles, least-privilege access models, and security frameworks relevant to multi-cloud and hybrid environments.
- Prior experience working at an early-stage or growth-stage technology company; comfort with ambiguity and a startup pace.
- Strong interpersonal, written, and verbal communication skills with the ability to engage technical and executive audiences equally.
- Experience working with CRM and sales enablement software (e.g., Salesforce, Clari, Gong).
- Ability to travel and collaborate globally across geographies and cultures.
Preferred Qualifications- Solid understanding of cloud environments and infrastructure, including hands-on experience with one or more of: AWS (IAM, STS, EKS, S3), Microsoft Azure (Entra ID, RBAC, Key Vault), or Google Cloud Platform (IAM, GKE, Secret Manager).
- Scripting proficiency in PowerShell and/or Bash for automation, configuration, and troubleshooting tasks within customer environments.
- Familiarity with SIEM/SOAR tools (Splunk, Datadog) and ITSM platforms (ServiceNow, Jira).
- Experience with secrets management solutions (HashiCorp Vault, AWS Secrets Manager, Azure Key Vault).
- Understanding of compliance frameworks including SOC 2, HIPAA, PCI-DSS, GDPR, ISO 27001, or SOX.
The estimated base salary for this role is $170,000 - $190,000 annually. Individual compensation packages are based on various factors unique to each candidate, including experience, expertise, location, and other factors.
Perks + Benefits:- Work from anywhere in the US! We are fully remote (US only, other areas are subject to review).
- Competitive compensation and meaningful equity
- Medical, dental, and vision insurance
- Paid parental leave benefits
- 401k (U.S.)
- Flexible + Unlimited PTO (U.S.)
- Career development opportunities and paths
- Home office and connectivity stipends
- Team socials + Offsites
