Solutions Engineer: Demos & POCs for AI Identity Security

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

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