Sales Engineer, Britive

• 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
• 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

Desirable

• 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