Solutions Engineer, Commercial Sales

Descope • Los Altos, CA

11h • $130,000 - $170,000

About The Position

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 post sale adoption. You bring deep, hands on expertise in identity and CIAM. You understand how modern identity architectures are designed, where they break, and how to guide customers toward successful outcomes.
This role is focused on supporting our Commercial Sales organization, partnering closely with Account Executives to engage prospects, lead technical evaluations, run demos and POCs, and help customers move quickly from initial interest to production. You'll serve as a trusted technical advisor, helping organizations modernize their identity stack while driving successful business outcomes.

Requirements

• 5+ years in a customer-facing technical role (Solutions Engineer, Sales Engineer, Solutions Architect, or equivalent).
• 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).
• Proven track record of owning and winning complex technical sales cycles at the enterprise level.
• Demonstrated experience designing and implementing CIAM solutions: consumer-facing authentication, B2B federation, progressive profiling, and identity orchestration.
• Expertise in identity protocols and standards: OAuth 2.0, OIDC, SAML 2.0, LDAP, SCIM, WebAuthn/FIDO2.
• 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).
• 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.
• Familiarity with REST APIs, SDKs, and webhook-driven architectures.
• Understanding of cloud infrastructure platforms (AWS, GCP, Azure) and how identity integrates with modern application architectures (microservices, serverless, mobile).
• Outstanding communication skills- able to tailor technical depth and framing to developers, architects, CISOs, and business stakeholders alike.
• Naturally curious and solutions-oriented: you enjoy dissecting complex customer environments and architecting creative paths forward.
• Highly organized with the ability to manage multiple concurrent opportunities and customer engagements without dropping the ball.
• Comfortable operating with ambiguity and autonomy in a fast-moving, early-stage environment.
• Strong executive presence; credible in the room with senior technical and business decision-makers.

Nice To Haves

• Background in developer tooling, security SaaS, or infrastructure software strongly preferred.
• 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.
• Familiarity with identity orchestration concepts: adaptive authentication, step-up auth, risk-based access, and identity flows.
• Experience migrating customers from legacy identity providers, including user migration strategies and data portability approaches.
• Active participation in the identity community: conference talks, open-source contributions, or published technical content.
• Prior experience at an early-stage startup or as an early SE hire who helped build out the function.

Responsibilities

• Own the technical sales motion from discovery through close, including demos, proof-of-concept engagements, RFP responses, and security questionnaires.
• Lead deep-dive technical discovery sessions to understand customer identity architectures, existing stacks, and authentication requirements.
• Deliver compelling, customized product demonstrations that map Descope’s capabilities directly to each prospect’s use case and pain points.
• Design and execute proof-of-concept (PoC) implementations, including integration with customer-specific IdPs, applications, and directories.
• Act as the technical authority in sales cycles, instilling confidence in enterprise buyers across engineering, security, and product organizations.
• Partner with Account Executives to develop technical win strategies and help close deals across mid-market and enterprise segments.

Benefits

• Medical, dental, and vision with strong coverage and flexible HSA and FSA options
• Mental health support and wellness resources
• 401k plan with employer support
• Company paid life and disability insurance
• Tax advantaged benefits for healthcare and dependent care
• Family planning, fertility support, maternity leave, and lifestyle perks
• Monthly internet allowance
• Paid lunches when you’re working from the office
• Budget and opportunities for personal development, including courses and conferences

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed