Solutions Engineer
About the Company:
Opti is the AI-native identity security platform, replacing manual, periodic access governance with continuous, automated control that deploys in hours, not months. Founded by repeat cybersecurity entrepreneurs and backed by top-tier VCs with $20M in funding, we're AWS's exclusive emerging IAM partner in the Security Hub Extended program.
About the Role
We're looking for a Solutions Engineer to own the technical side of our US sales motion: demos that land, POCs driven to conversion, and the trusted technical voice in the room with security and IAM teams. It's a hands-on, high-ownership role, working directly with customers and shaping how we run POCs and demos as we scale.
Reports to VP of Sales
Responsibilities:
- Lead technical discovery, demos, and deep-dive sessions with CISOs, IAM leads, and security architects
- Own POCs end to end: scoping, success criteria, integration setup (IdPs, HR systems, SaaS and on-prem applications), driving to a technical win
- Partner with account executives on deal strategy and translate customer environments into deployment plans
- Answer security questionnaires, RFIs/RFPs, and architecture questions
- Represent Opti at customer sites, conferences, and industry events (travel required)
- Channel field feedback to product and engineering, and help build the SE playbook, demo environments, and technical collateral
Requirements
- 5+ years in a pre-sales role (Solutions Engineer, Sales Engineer, or similar) at a cybersecurity startup or early-stage company
- Proven record of running demos and POCs that convert to revenue
- Strong technical foundation: comfortable with APIs, SaaS integrations, authentication protocols, and enterprise IT environments (cloud and on-prem)
- A sales-oriented mindset: you know how to listen for pain, connect capabilities to business outcomes, and move a technical evaluation forward
- Excellent communication skills, from hands-on practitioners to executive stakeholders
- Based in the US, with willingness to travel to customers and events
- Self-starter comfortable with the pace and ambiguity of an early-stage company
Nice to Have
- Experience in identity: IAM, IGA, identity security, or adjacent (IdPs, access management, PAM)
Why Join us
- Ground-floor role in a fast-moving category, with direct impact on how we sell and build
- Work with a founding team of repeat cybersecurity entrepreneurs
- A product that demos well and deploys in hours, so your POCs move fast