Solutions Engineer, SMB
Provides technical guidance for SMB sales opportunities, leading discovery, demonstrations, and proof-of-value engagements across identity, applications, endpoints, and secrets automation. Requires at least two years of technical customer-facing experience and strong presentation and discovery skills.
About the job
Responsibilities
- Serve as the primary technical advisor for SMB sales opportunities, partnering with Account Executives throughout the sales cycle.
- Lead technical discovery with IT administrators, security leaders, developers, DevOps teams, and CISOs.
- Demonstrate and position Endpoint Privilege Management (EPM), SaaS Manager, and Device Trust as an integrated solution.
- Run proof-of-value engagements involving developer environments, cloud-native workloads, automation, and AI workflows.
- Help customers evaluate solutions involving Privileged Access Management (PAM) vendors, secrets management tools, and SaaS security platforms.
- Respond to security questionnaires, compliance requests, RFPs/RFIs, and other technical documentation needs.
- Collaborate with Sales Enablement, Product, Marketing, Support, and Customer Experience to improve demos, playbooks, enablement resources, and customer education.
- Some travel may be required for select industry events and team offsites.
Requirements
- At least two years of experience in a technical, customer-facing role, ideally in B2B SaaS or a similar environment.
- Ability to communicate technical concepts clearly to technical and non-technical audiences.
- Strong presentation, storytelling, and discovery skills.
- Ability to prioritize effectively, manage competing responsibilities, and maintain quality in a fast-paced, high-volume sales environment.
- Curiosity, sound problem-solving skills, and the ability to work independently and collaboratively in a remote-first team.
Nice-to-haves
- Experience with security and identity concepts, including credential management, privileged access, secrets management, SSO, SCIM, or OAuth/OIDC.
- Understanding of developer and DevSecOps workflows, including CI/CD, containers, cloud infrastructure, service accounts, and API credentials.
- Familiarity with HashiCorp Vault, CyberArk, BeyondTrust, Delinea, GitHub Actions, GitLab CI, Jenkins, CircleCI, Docker, Kubernetes, AWS, GCP, or Microsoft Azure.
Compensation and Benefits
- USA-based roles: annual base salary of $75,000 USD–$105,000 USD, commission eligibility, health and dental benefits, 401(k), paid time off, equity grant, and applicable incentive programs.
- Canada-based roles: annual base salary of $71,000 CAD–$99,000 CAD, commission eligibility, health and dental benefits, RRSP, paid time off, equity grant, and applicable incentive programs.
- Compensation is based on fair market value and internal equity, commensurate with experience and skill set.
- Go-to-market roles include in-person onboarding in Toronto.
Skills
Endpoint Privilege Management, Device Trust, Privileged Access Management, Secrets Management, Single Sign-On, SCIM, Oauth/Oidc, CI/CD, Docker, Kubernetes, AWS, GCP, Microsoft Azure, Hashicorp Vault, Api Credentials
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