Solutions Engineer

Opti; New York (NY); On-site; USD 120,000 - 180,000; Full time

Job summary

Opti, the AI-native identity security platform, seeks a Solutions Engineer to own the technical side of the US sales motion. You will lead technical discovery, deliver compelling demos, and drive POCs from scoping to successful deployment, partnering with account executives to map customer environments into deployment plans.

In this hands-on, high-ownership role, you will collaborate with CISOs and security architects, respond to security questionnaires, and help build our SE playbook and

Qualifications

• 5+ years in pre-sales (Solutions Engineer) at a cybersecurity startup.
• Proven record delivering demos and POCs that convert to revenue.
• Strong APIs, SaaS integrations, authentication protocols, and enterprise IT exposure.
• Sales-minded with ability to tie capabilities to business outcomes.
• Excellent communication across practitioner to executive levels.
• Based in the US with willingness to travel to customers/events.
• Self-starter comfortable in an early-stage company.

Responsibilities

• Lead technical discovery, demos, and deep-dive sessions with CISOs, IAM leads, and security architects.
• Own end-to-end POCs: scoping, success criteria, integration setup (IdPs, HR systems, SaaS/on-prem), 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/engineering and help build the SE playbook, demo environments, and collateral.

Skills

Demo / POC execution

Pre-sales experience

Customer-facing communication

APIs & SaaS integrations

Security domain knowledge

Travel willingness

Job description

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 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