About Britive
Britive is the leader in Cloud-Native Privileged Access Management (CPAM), delivering the industry’s first dynamic, agentless platform purpose-built to eliminate standing privileges and enforce Just-in-Time (JIT) ephemeral access across multi-cloud, SaaS, and hybrid environments. Our API-first platform unifies security policy enforcement across human, agentic AI, and non-human/machine identities—integrating natively with leading identity providers (Okta, Microsoft Entra ID, Ping Identity), cloud platforms (AWS, Azure, GCP), and DevOps pipelines (Terraform, Kubernetes, GitHub Actions). Trusted by Fortune 500 organizations, Britive enables Zero Standing Privileges (ZSP) by design, securing access without slowing down engineering teams.
About You
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 Impact
Key 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 Need
Required 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.
