Enterprise Solutions Engineer - West

Oak; San Francisco (CA); Hybrid; USD 150,000 - 210,000; Full time

Job summary

Oak is redefining enterprise Identity and Access Management with an AI-native Identity Operating System for on-prem, cloud, SaaS, and homegrown apps. The Solutions Engineer role is the technical backbone of the sales motion, running live demos and POVs, handling POVs, and guiding technical responses to security questionnaires across complex enterprises.

You will partner with Account Executives to shape technical strategy, own discovery calls, and translate complex concepts into business ROI for

Qualifications

• 7+ years of experience as a Solutions Engineer / Sales Engineer at a cybersecurity or identity company (IAM, IGA, PAM, or adjacent).
• Working knowledge of IAM/IGA concepts - JML, access reviews, RBAC/ABAC, SoD, SCIM, SAML/OAuth.
• Comfort running live technical demos and POVs in front of technical and executive audiences.
• Ability to translate complex technical concepts into business risk and ROI for CISOs and compliance stakeholders.
• Strong ownership mentality with autonomy in a fast-moving startup environment.
• Excellent written and verbal communication skills, including RFP/security questionnaire responses.

Responsibilities

• Run technical discovery calls to uncover a prospect's identity stack across on-prem, cloud, SaaS and homegrown apps.
• Deliver tailored, high-impact product demos showing how Oak's identity graph unifies access reviews, JIT requests, and lifecycle management for humans, NHIs, and AI agents.
• Design and execute Proofs of Value (POVs) with prospects.
• Own technical responses to RFPs/RFIs and security questionnaires.
• Partner with Account Executives to build the technical strategy for each opportunity and troubleshoot deal blockers.
• Feed prospect and customer technical feedback back to Product and Engineering to sharpen Oak's roadmap.

Skills

Solutions Engineer experience

IAM/IGA knowledge

Live demos

RFP/RFI responses

Technical storytelling

Job description

We're reimagining enterprise Identity and Access Management from the ground up. Founded by serial entrepreneurs Shai Morag and Tal Marom and backed by a $60M seed round from Greylock, Accel, and CRV, we're building the next generation of identity security. Identity is the gateway to everything- who's let in, who's kept out, and it's now the number one attack vector in the enterprise. The tools built to govern it were designed for a slower world of human users and static environments. That world is gone. Identities are exploding across human, machine, and AI agents faster than legacy systems can track, and security teams are left patching together five disconnected tools that still can't answer "who has access to what, right now." We think the answer isn't another point solution- it's a new foundation. Oak is the AI-native Identity Operating System: an AI connector framework that reaches any application, a live identity graph built from raw evidence, and a team of AI agents that governs the full lifecycle of every identity in one platform. We're building Oak's AI-native core from day one-engineered for what enterprise identity is becoming, not patched onto what it used to be. And we're just getting started.

About the Role:

As a Solutions Engineer at Oak, you'll be the technical backbone of our sales motion - partnering with Account Executives to prove Oak's value in front of CISOs, IAM engineers, and compliance leaders at some of the most complex enterprises in the market. You'll own the technical narrative from first discovery call through POV, showing prospects how Oak's identity graph and infinite-connector data lake bring visibility across their on-prem, cloud, SaaS, and homegrown apps. This is a hands-on, high-leverage role: you'll be running demos, standing up proofs of value, and answering the hard technical questions that separate a real platform from a slide deck. You'll work closely with Solutions leadership to shape how Oak's IGA augmentation and autonomous replacement story lands technically across every stage of the pipeline.

What you will do:

• Run technical discovery calls to uncover a prospect's identity stack, including on-prem, cloud, SaaS, and homegrown app coverage gaps
• Deliver tailored, high-impact product demos showing how Oak's identity graph unifies access reviews, JIT requests, and lifecycle management for humans, NHIs, and AI agents
• Design and execute Proofs of Value (POVs) with prospects
• Own technical responses to RFPs/RFIs and security questionnaires
• Partner with Account Executives to build the technical strategy for each opportunity and troubleshoot deal blockers
• Feed prospect and customer technical feedback back to Product and Engineering to sharpen Oak's roadmap

What you will bring

• 7+ years od experience as a Solutions Engineer / Sales Engineer at a cybersecurity or identity company (IAM, IGA, PAM, or adjacent)
• Working knowledge of IAM/IGA concepts - JML, access reviews, RBAC/ABAC, SoD, SCIM, SAML/OAuth
• Comfort running live technical demos and POVs in front of technical and executive audiences
• Ability to translate complex technical concepts into business risk and ROI for CISOs and compliance stakeholders
• Strong ownership mentality - comfortable operating with autonomy in a fast-moving startup environment
• Excellent written and verbal communication skills, including RFP/security questionnaire responses

Nice to have:

• Hands-on experience with identity governance platforms
• Familiarity with Non-Human Identity (NHI) or AI agent governance use cases
• Scripting or API integration experience (Python, REST APIs)