Responsibilities
- Own the technical sales motion from discovery through close, including demos, proof-of-concept engagements, RFP responses, and security questionnaires.
- Lead deep-dive technical discovery sessions to understand customer identity architectures, existing stacks, and authentication requirements.
- Deliver compelling, customized product demonstrations that map Descope’s capabilities directly to each prospect’s use case and pain points.
- Design and execute proof-of-concept (PoC) implementations, including integration with customer-specific IdPs, applications, and directories.
- Act as the technical authority in sales cycles, instilling confidence in enterprise buyers across engineering, security, and product organizations.
- Partner with Account Executives to develop technical win strategies and help close deals across mid-market and enterprise segments.
Requirements
- 5+ years in a customer-facing technical role (Solutions Engineer, Sales Engineer, Solutions Architect, or equivalent).
- 3+ years of hands-on experience with identity and access management platforms- ideally in a pre-sales or post-sales capacity at an identity-focused company (Okta, Auth0/Okta CIC, Ping Identity, ForgeRock, CyberArk, OneLogin, SailPoint, or similar).
- Proven track record of owning and winning complex technical sales cycles at the enterprise level.
- Demonstrated experience designing and implementing CIAM solutions: consumer-facing authentication, B2B federation, progressive profiling, and identity orchestration.
- Expertise in identity protocols and standards: OAuth 2.0, OIDC, SAML 2.0, LDAP, SCIM, WebAuthn/FIDO2.
- Hands-on experience with authentication methods (Magic Link, OTP, TOTP, push, biometrics, passkeys), SSO federation, and enterprise directory integration (Active Directory, Azure AD/Entra ID, Google Workspace).
- Proficiency in at least one programming language (JavaScript/TypeScript, Python, Java, or Go) with the ability to build and modify integration code in customer environments.
- Familiarity with REST APIs, SDKs, and webhook-driven architectures.
- Understanding of cloud infrastructure platforms (AWS, GCP, Azure) and how identity integrates with modern application architectures (microservices, serverless, mobile).
- Outstanding communication skills- able to tailor technical depth and framing to developers, architects, CISOs, and business stakeholders alike.
- Naturally curious and solutions-oriented: you enjoy dissecting complex customer environments and architecting creative paths forward.
- Highly organized with the ability to manage multiple concurrent opportunities and customer engagements without dropping the ball.
- Comfortable operating with ambiguity and autonomy in a fast-moving, early-stage environment.
- Strong executive presence; credible in the room with senior technical and business decision-makers.
Nice to Have
- Prior experience specifically in CIAM (Customer Identity and Access Management) vs. workforce IAM — you understand the distinct UX, scale, and regulatory pressures of consumer-facing identity.
- Familiarity with identity orchestration concepts: adaptive authentication, step-up auth, risk-based access, and identity flows.
- Experience migrating customers from legacy identity providers, including user migration strategies and data portability approaches.
- Active participation in the identity community: conference talks, open-source contributions, or published technical content.
- Prior experience at an early-stage startup or as an early SE hire who helped build out the function.
