Senior Sales Engineer

Delinea•Redwood City, CA

1d•$186,560 - $233,200

About The Position

Delinea is hiring a Senior Sales Engineer for its StrongDM specialist team. The role owns the technical win for runtime authorization in complex opportunities across Strategic, Enterprise, Commercial, and Federal and Public Sector segments. Working alongside segment Account Executives and Sales Engineers, the specialist demonstrates how Delinea StrongDM works with the broader Delinea Platform. StrongDM replaces standing access with just-in-time access and ephemeral credentials for databases, servers, Kubernetes, and cloud environments, governed by Cedar-based policies that can evaluate individual actions, including AI agent tool calls. The Senior Sales Engineer serves as a trusted technical advisor to platform engineering leaders, security architects, and CISOs. The role translates business needs into outcomes such as Zero Standing Privilege, faster developer access, governed AI agents, and audit-ready compliance. It also builds reusable demos, designs, and enablement that help the wider field recognize and sell runtime authorization opportunities independently. The position requires deep IAM and PAM expertise, hands-on knowledge of enterprise infrastructure and cloud environments, and the ability to lead complex technical evaluations. The role supports multiple account teams, works across functions including Professional Services, Customer Success, Product Management, and Engineering, and contributes to customer events and thought leadership. Travel of 25% is required.

Requirements

At least 5 years of experience in pre-sales Solutions Engineering, Sales Engineering, or Sales Architecture, including at least 3 years focused on IAM or PAM and ownership of complex evaluations from scoping to technical win.
Bachelor's degree in computer science, engineering, or a related field, or equivalent practical experience.
Hands-on IAM and PAM expertise, including the ability to explain identity threats, zero trust, least privilege, just-in-time access, and Zero Standing Privilege and their business relevance.
Strong command of identity protocols and directories, including SAML, OIDC, OAuth 2.0, SCIM, LDAP, Kerberos, and PKI, with hands-on experience in Okta, Microsoft Entra ID, Ping, or Active Directory.
Hands-on experience with or deep working knowledge of infrastructure access and PAM platforms such as Teleport, HashiCorp Boundary or Vault, CyberArk, BeyondTrust, Okta Privileged Access, or StrongDM.
Strong working knowledge of enterprise infrastructure, including Linux and Windows administration, SSH and RDP, common databases such as PostgreSQL, MySQL, and SQL Server, and networking fundamentals.
Experience with at least one major cloud platform (AWS, Azure, or Google Cloud), including its IAM model, and working familiarity with Kubernetes and containerized environments.
Familiarity with DevOps and automation, including CI/CD pipelines, infrastructure as code such as Terraform, REST APIs, and Python, Bash, or PowerShell scripting.
Understanding of compliance and audit frameworks such as SOX, PCI DSS, HIPAA, NIST, FedRAMP, and ISO 27001.
Excellent presentation, communication, and relationship-building skills, including the ability to run and adapt live demonstrations and engage audiences from engineers to C-level executives.
Proven ability to support multiple account teams concurrently in a fast-paced environment, preferably in an overlay or specialist role, while working independently.
Willingness to travel 25% for customer meetings, proofs of value, and events.

Nice To Haves

Hands-on experience with Delinea StrongDM or other Delinea products.
Experience securing machine identities, service accounts, secrets, and AI agents, including familiarity with MCP or agentic AI frameworks.
Policy-as-code experience with Cedar, OPA/Rego, or similar.
Established public presence in the identity or DevOps community, such as a technical blog, demo videos, conference or meetup talks, open-source contributions, or an engaged LinkedIn audience.
Industry certifications such as CISSP, CCSP, Security+, CKA, Okta, or cloud provider security certifications.
Experience with MEDDICC or similar enterprise sales qualification frameworks.

Responsibilities

Serve as the technical lead for runtime authorization in complex opportunities across all four segments, focused on Delinea StrongDM and its integration with the Delinea Platform.
Partner with segment Account Executives and Sales Engineers to identify, qualify, and accelerate runtime authorization opportunities.
Lead technical discovery and connect customer access challenges to business outcomes.
Challenge existing access architectures and present demonstrably improved designs.
Deliver tailored demonstrations, technical presentations, and workshops for engineering, security, and executive audiences; handle live questions.
Own Proofs of Value and technical evaluations from scoping through success criteria and documented technical win.
Develop solution designs, including architecture diagrams, integration specifications, and deployment plans covering identity providers, infrastructure, security and operations tools, and AI agent toolchains.
Respond to RFPs, RFIs, and security questionnaires, verifying answers against current product documentation.
Respond promptly to customer and account team requests and set clear expectations for timing, scope, and next steps.
Use AI tooling and demo automation for account research, personalized demos, and reusable field assets.
Enable segment Sales Engineers and Account Executives through office hours, deal reviews, and short-form training.
Collaborate with Professional Services and Customer Success during onboarding to support a smooth handoff and adherence to agreed architecture.
Troubleshoot evaluation issues involving identity providers, networking, Kubernetes, databases, cloud IAM, and MCP.
Stay current on Delinea products, identity security trends, and the threat landscape, including machine identity, AI agent security, and cloud-native infrastructure.
Contribute to the internal knowledge base, demo environments, reusable assets, and best practices; mentor newer Sales Engineering team members.
Provide structured field feedback to Product Management and Engineering, especially regarding AI agent governance and competitive gaps, and support launches of new capabilities.
Represent Delinea at customer events, industry conferences, and partner enablement sessions; contribute to blogs, webinars, and demo videos.