The Sales Engineer is a highly technical, customer-facing role responsible for driving successful outcomes across the sales lifecycle by aligning Sonrai’s Cloud Permissions Firewall (CPF) to customer cloud security, identity, and governance challenges.
This role combines deep hands-on expertise in multi-cloud IAM, DevOps, and cloud infrastructure with strong business acumen and communication skills. The ideal candidate operates comfortably across technical and executive audiences—partnering with cloud engineers, SRE/DevOps teams, and security practitioners, while also engaging CISOs and senior stakeholders to articulate risk, compliance, and business impact.
In addition to supporting sales execution, the Sales Engineer contributes to field enablement, technical evangelism, and continuous feedback into product and go-to-market strategy.
Primary Responsibilities
- Lead technical discovery, qualification, and solution alignment throughout the sales cycle across enterprise and strategic accounts.
- Deliver compelling, technically deep product demonstrations, POVs, and evaluations focused on real-world cloud identity risk and governance use cases.
- Translate complex IAM, DevOps, and cloud security concepts into clear business value tied to risk reduction, compliance, and operational efficiency.
- Partner closely with customers’:
- Cloud engineering teams
- SRE and DevOps organizations
- Security and IAM teams
- Executive stakeholders (including CISO-level)
- Design and present solution architectures that integrate CPF into customer environments across AWS, Azure, and GCP.
- Support and guide customers through:
- IAM design and optimization discussions
- CI/CD and infrastructure-as-code security considerations
- Least privilege and access governance strategies
- Contribute to technical account strategy and deal execution in partnership with Sales, Field CTO, and leadership.
- Participate in customer workshops, architecture reviews, and technical deep dives.
- Act as a technical advocate and trusted advisor throughout the customer journey.
- Contribute to field-facing assets such as demos, technical content, and competitive positioning.
- Support and occasionally participate in industry events, webinars, and partner engagements as a technical voice of Sonrai.
Required Qualifications
- 5+ years of experience in Sales Engineering, Cloud Engineering, DevOps, or Cloud Security roles.
- Strong hands-on experience across multi-cloud environments, including:
- AWS (required, deep expertise)
- Azure and GCP (working proficiency to strong)
- Deep expertise in cloud IAM, including:
- AWS IAM, SCPs, and Organizations
- Azure AD / Entra ID and RBAC
- GCP IAM and organizational policy controls
- Practical experience with:
- CI/CD pipelines (GitHub Actions, GitLab, Jenkins, etc.)
- Infrastructure as Code (Terraform strongly preferred)
- Cloud-native architectures and modern application environments
- Experience working closely with:
- SRE and DevOps teams
- Cloud platform engineering teams
- Cybersecurity and IAM teams
- Strong understanding of cloud security principles, including:
- Least privilege access
- Identity-based risk
- Entitlement management
- Governance and compliance
- Proven ability to engage across technical depth levels—from hands-on engineers to CISO and executive stakeholders.
- Exceptional communication and presentation skills, with the ability to connect technical capabilities to business outcomes.
Preferred Qualifications
- Experience in pre-sales or customer-facing technical roles in a SaaS or cybersecurity company.
- Familiarity with compliance and audit frameworks such as:
- NIST CSF
- ISO 27001/27002
- SOC 2, SOX, or similar
- Experience building or operating in large-scale cloud environments with complex IAM structures.
- Background in cloud security tooling, CNAPP/CSPM/CIEM, or identity governance solutions.
- Prior experience contributing to technical content, blogs, or presentations (internal or external).
Key Traits & Success Profile
- Technically credible: Able to go deep with engineers while maintaining strategic context
- Customer-first mindset: Focused on solving real problems, not just presenting features
- Builder mentality: Comfortable with hands-on environments, demos, and troubleshooting
- Communicator: Can simplify complex IAM and security concepts into clear narratives
- Collaborative: Works seamlessly with Sales, Product, and leadership
- Evangelistic (right level): Willing to represent Sonrai externally, but grounded in real-world practitioner experience
Top Skills
What We Do
Sonrai Security is a rapidly growing venture-funded Saas cloud security company with over a 300% increase in revenue-customer logos and a 67% growth in employees. It is named a 2021 Gartner Cool Vendor and has offices in New York and New Brunswick, Canada. It recently secured $50M Series C funding and is backed by Menlo Ventures, Polaris Partners, TenEleven Ventures, and Istari.
Why Work With Us
Candidates who join our team will have a tremendous impact on our success & mission to be the industry leader in our space. We’re looking for candidates who are passionate about solving the complex cloud security challenges posed by rapid cloud adoption with a motivated, close-knit team.
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