Solutions Engineer, Enterprise Sales

<h3><strong>About Descope</strong></h3> <p>Descope is a developer-first identity provider for customers, partners, and AI agents. Our drag-and-drop approach to identity enables developers to easily deploy authentication, MFA, SSO, and MCP/AI agent authentication without writing custom code.<br>Descope is trusted by over 1000 organizations in production, including GoFundMe, Databricks, GoodRx, Linktree, and You.com. The company has $88M in seed funding led by Lightspeed and Notable Capital.</p> <p>We're "descoping" authentication plumbing from developers' daily lives while helping organizations turn identity into a business enabler. Come join us!</p> <h3><strong>The Role:</strong></h3> <p>As a Solutions Engineer at Descope, you will be a critical technical partner to our Sales and Customer Success teams: owning the technical sales cycle from first call through to post-sale adoption. You bring deep, hands-on expertise in identity and CIAM. You know how enterprise identity architectures are built, where they break, and how to guide customers toward better outcomes.</p> <h3><strong>What You’ll Do:</strong></h3> <ul> <li>Own the technical sales motion from discovery through close, including demos, proof-of-concept engagements, RFP responses, and security questionnaires.</li> <li>Lead deep-dive technical discovery sessions to understand customer identity architectures, existing stacks, and authentication requirements.</li> <li>Deliver compelling, customized product demonstrations that map Descope’s capabilities directly to each prospect’s use case and pain points.</li> <li>Design and execute proof-of-concept (PoC) implementations, including integration with customer-specific IdPs, applications, and directories.</li> <li>Act as the technical authority in sales cycles, instilling confidence in enterprise buyers across engineering, security, and product organizations.</li> <li>Partner with Account Executives to develop technical win strategies and help close deals across mid-market and enterprise segments.</li> </ul> <h3><strong>What We’re Looking For:</strong></h3> <ul> <li>5+ years in a customer-facing technical role (Solutions Engineer, Sales Engineer, Solutions Architect, or equivalent).</li> <li>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).</li> <li>Proven track record of owning and winning complex technical sales cycles at the enterprise level.</li> <li>Demonstrated experience designing and implementing CIAM solutions: consumer-facing authentication, B2B federation, progressive profiling, and identity orchestration.</li> <li>Background in developer tooling, security SaaS, or infrastructure software strongly preferred.</li> </ul> <h3><strong>Technical Skills</strong></h3> <ul> <li>Expertise in identity protocols and standards: OAuth 2.0, OIDC, SAML 2.0, LDAP, SCIM, WebAuthn/FIDO2.</li> <li>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).</li> <li>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.</li> <li>Familiarity with REST APIs, SDKs, and webhook-driven architectures.</li> <li>Understanding of cloud infrastructure platforms (AWS, GCP, Azure) and how identity integrates with modern application architectures (microservices, serverless, mobile).</li> </ul> <h3><strong>Soft Skills</strong></h3> <ul> <li>Outstanding communication skills- able to tailor technical depth and framing to developers, architects, CISOs, and business stakeholders alike.</li> <li>Naturally curious and solutions-oriented: you enjoy dissecting complex customer environments and architecting creative paths forward.</li> <li>Highly organized with the ability to manage multiple concurrent opportunities and customer engagements without dropping the ball.</li> <li>Comfortable operating with ambiguity and autonomy in a fast-moving, early-stage environment.</li> <li>Strong executive presence; credible in the room with senior technical and business decision-makers.</li> </ul> <h3><strong>Nice to Have:</strong></h3> <ul> <li>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.</li> <li>Familiarity with identity orchestration concepts: adaptive authentication, step-up auth, risk-based access, and identity flows.</li> <li>Experience migrating customers from legacy identity providers, including user migration strategies and data portability approaches.</li> <li>Active participation in the identity community: conference talks, open-source contributions, or published technical content.</li> <li>Prior experience at an early-stage startup or as an early SE hire who helped build out the function.</li> </ul> <h3><strong>Benefits</strong></h3> <ul> <li>Health, sorted: Medical, dental, and vision with strong coverage and flexible HSA and FSA options</li> <li>Feel good, actually: Mental health support and wellness resources when you need them</li> <li>Future you will thank you: 401k plan with employer support to help you build long term</li> <li>We’ve got your back: Company paid life and disability insurance for extra peace of mind</li> <li>More money in your pocket: Tax advantaged benefits for healthcare and dependent care</li> <li>Life happens &amp; we support it: Family planning, fertility support, maternity leave, and lifestyle perks</li> <li>Stay connected: Monthly internet allowance to support your work from anywhere</li> <li>Lunch is on us: Paid lunches when you’re working from the office</li> <li>Keep growing: Budget and opportunities for personal development, including courses and conferences<br><br></li> </ul> <p><em>Descope is an equal opportunity employer. We hire people based on their skills and impact, nothing else. We’re committed to a fair and transparent process across every stage of employment.</em></p> <p><em>Compensation</em><em><br></em><em>Base salary range: $130,000 to $170,000</em><em><br></em><em>Final offer will depend on experience, skills, location, and overall market data. We also consider leveling, scope, and internal equity to make sure offers are fair and consistent.</em></p><div class="content-conclusion"><p>Please review the <a href="https://www.descope.com/job-candidates-privacy-notice">Job Candidate Privacy Notice</a></p></div>