Solutions Engineer, Commercial Sales

About Descope Descope is a developer-first identity provider for customers, partners, and AI agents. Our drag-and-drop approach to identity enables developers to easily deploy authentication, MFA, SSO, and MCP/AI agent authentication without writing custom code. Descope is trusted by over 1000 organizations in production, including GoFundMe, Databricks, GoodRx, Linktree, and You.com. The company has $88M in seed funding led by Lightspeed and Notable Capital. We're "descoping" authentication plumbing from developers' daily lives while helping organizations turn identity into a business enabler. Come join us! The Role: 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. What You’ll Do: 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. What We’re Looking For: 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. Background in developer tooling, security SaaS, or infrastructure software strongly preferred. Technical Skills 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). Soft Skills 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 Have: 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. Benefits Health, sorted: Medical, dental, and vision with strong coverage and flexible HSA and FSA options Feel good, actually: Mental health support and wellness resources when you need them Future you will thank you: 401k plan with employer support to help you build long term We’ve got your back: Company paid life and disability insurance for extra peace of mind More money in your pocket: Tax advantaged benefits for healthcare and dependent care Life happens & we support it: Family planning, fertility support, maternity leave, and lifestyle perks Stay connected: Monthly internet allowance to support your work from anywhere Lunch is on us: Paid lunches when you’re working from the office Keep growing: Budget and opportunities for personal development, including courses and conferences Descope is an equal opportunity employer. We hire people based on their skills and impact, nothing else. We’re committed to a fair and transparent process across every stage of employment. Compensation Base salary range: $130,000 to $170,000 Final offer will depend on experience, skills, location, and overall market data. We also consider leveling, scope, and internal equity to make sure offers are fair and consistent. Please review the Job Candidate Privacy Notice