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.

Requirements

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.

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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Identity & Access Management (IAM)Privileged Access Management (PAM)Microsoft Entra IDOktaPing IdentityPythonJavaShellREST APIsCI/CD

Soft Skills

technical consultative sellingcommunicationrelationship buildingproblem-solvingcollaborationadaptabilitycustomer engagementstrategic thinkingfeedback incorporationstakeholder management