Job description

About Token Security Token Security is a fast-growing cybersecurity company defining the category of Non-Human Identity (NHI) and AI Agent Identity Security. As enterprises deploy machine identities, service accounts, secrets, and autonomous AI agents at a scale that dwarfs their human workforce, the identity attack surface has fundamentally changed. Token gives CISOs and IAM leaders a single platform to Discover, Understand, and Enforce security across their entire non-human identity estate from legacy service accounts to modern AI agents and the MCP servers they run on. We are an early-stage, well-funded company selling into large enterprise and financial-services organizations. Our Solution Engineers sit at the center of every strategic deal, translating a complex, fast-evolving technical problem into a clear, defensible business case for the world's most demanding security buyers. The Role As a Senior Solution Engineer covering the East Coast, you are the primary technical authority in the sales cycle. Working shoulder-to-shoulder with Account Executives, you own the technical relationship with prospects from first discovery call through Proof of Value (POV) and technical close. You will build on the field motion established by our founding SE team running live platform sessions, MCP and agent discovery reviews, and ownership-attribution walkthroughs across each prospect's real environment. This is a role for someone who can go deep on the technology and stay fluent in the business. You will uncover a prospect's compelling use cases, define the critical success factors by which they will judge any solution, master the Token platform end-to-end, and demonstrate with evidence, in the customer's own data, why Token wins against every alternative on the table. What You'll Do Uncover compelling use cases with prospect accounts Lead technical discovery with security, IAM, and platform teams to surface the specific NHI and AI-agent risks that matter to each account service-account sprawl, secrets exposure, over-privileged machine identities, ungoverned AI agents, and shadow MCP servers. Map pain to a driving event. Identify the compelling event behind each opportunity (audit finding, breach, agentic-AI initiative, cloud migration, board mandate) and connect Token's capabilities directly to it. Translate use cases into value. Frame discovery findings in the language of the economic buyer risk reduction, audit readiness, operational efficiency, and measurable ROI not just features. Multi-thread technically. Build credibility and relationships across the prospect's engineering, security operations, and identity teams so the technical win is broad, not dependent on a single contact. Define and win on critical success factors Establish the Critical Success Criteria (CSC) with each prospect early, so the evaluation is scoped around requirements Token is uniquely positioned to satisfy. Design and run rigorous Proofs of Value. Structure POVs with clear entry and exit criteria, agreed success metrics, and a defined timeline that compresses the sales cycle rather than expanding it. Deliver evidence, not assertions. Run live sessions in the prospect's environment across identity providers, cloud platforms, secrets vaults, source control, and endpoint/agent sources to prove discovery coverage, ownership attribution, usage analytics, and closed-loop remediation on their own data. Own technical validation to close. Drive the technical evaluation to a documented technical win, resolving objections, security reviews, and architecture questions, and hand a clean technical position to the AE for commercial closure. Master the Token Security technology Achieve deep platform mastery of Token's Discover → Understand → Enforce framework: NHI and AI-agent discovery, identity ownership attribution, usage and behavioral analytics, secrets scanning and correlation, least-privilege enforcement, and automated remediation. Speak fluently to the modern identity estate. Command the concepts that define our category: machine identities, secrets sprawl, the OWASP NHI Top 10, agentic AI, MCP, delegated and ephemeral credentials, ITDR, and least-privilege enforcement at scale. Be the field's technical voice back to Product. Capture and prioritize field and customer requirements, and channel them into the product roadmap. Demonstrate Token's advantage over competitors Lead with the capability delta. Show, in the customer's environment, what Token does that alternatives cannot: machine-first runtime identity, full AI-agent lifecycle governance from discovery through decommissioning, shadow-AI and MCP discovery treated as an identity problem, forensic audit trails across multi-agent workflows, and continuous least-privilege posture management. Neutralize “Build” and “Do Nothing.” Make the cost, risk, and opportunity-cost of internal tooling or inaction concrete and quantified. Elevate to the CISO. Deliver executive briefings and technical narratives that resonate at the CISO and IAM-leader level, connecting Token's technical edge to enterprise risk and business outcomes. What You Bring Experience: 7+ years in pre-sales / sales engineering, with a strong track record in identity security, IAM/PAM, cloud security, or an adjacent enterprise-security domain. Experience selling into large enterprise and financial-services accounts on the East Coast is strongly preferred. Technical depth: Hands-on fluency with identity providers (Okta, Entra, Active Directory), cloud platforms (AWS/Azure/GCP), secrets management (e.g., HashiCorp Vault), source control (GitHub), and modern detection tooling. Comfort with APIs, scripting, and reading logs to build and troubleshoot live demos. Deep understanding of the modern AI ecosystem, with extensive hands-on experience using OpenAI and Anthropic models, prompt engineering, AI-assisted workflows, and evaluating the right AI solutions for different business and technical use cases Category readiness: Genuine interest in or existing knowledge of non-human identity, secrets security, and AI-agent security. You want to go deep in an emerging, high-growth space. Sales acumen: Familiarity with a rigorous sales methodology (MEDDPICC or similar) and a demonstrated ability to drive technical wins and compress deal cycles. Communication: Exceptional executive presence. You can present a live technical session to a skeptical security team and a value narrative to a CISO in the same afternoon. Startup fit: Self-directed, resourceful, and comfortable building the SE motion in an early-stage environment where you own outcomes end-to-end. Why This Role You will be an early technical leader in a category that is being defined right now, working the most strategic enterprise deals in the company alongside a founding go-to-market team. Your work directly shapes how the world's largest organizations secure their machine and AI-agent identities and how Token wins the market.

Requirements

Must-haves

Uncover compelling use cases with prospect accounts
Map pain to a driving event. Identify the compelling event behind each opportunity (audit finding, breach, agentic-AI initiative, cloud migration, board mandate) and connect Token's capabilities directly to it.
Translate use cases into value. Frame discovery findings in the language of the economic buyer risk reduction, audit readiness, operational efficiency, and measurable ROI not just features.
Multi-thread technically. Build credibility and relationships across the prospect's engineering, security operations, and identity teams so the technical win is broad, not dependent on a single contact.
Define and win on critical success factors
Establish the Critical Success Criteria (CSC) with each prospect early, so the evaluation is scoped around requirements Token is uniquely positioned to satisfy.
Design and run rigorous Proofs of Value. Structure POVs with clear entry and exit criteria, agreed success metrics, and a defined timeline that compresses the sales cycle rather than expanding it.
Master the Token Security technology
Be the field's technical voice back to Product. Capture and prioritize field and customer requirements, and channel them into the product roadmap.
Demonstrate Token's advantage over competitors
Neutralize “Build” and “Do Nothing.” Make the cost, risk, and opportunity-cost of internal tooling or inaction concrete and quantified.
Elevate to the CISO. Deliver executive briefings and technical narratives that resonate at the CISO and IAM-leader level, connecting Token's technical edge to enterprise risk and business outcomes.
Category readiness: Genuine interest in or existing knowledge of non-human identity, secrets security, and AI-agent security. You want to go deep in an emerging, high-growth space.
Sales acumen: Familiarity with a rigorous sales methodology (MEDDPICC or similar) and a demonstrated ability to drive technical wins and compress deal cycles.
Communication: Exceptional executive presence. You can present a live technical session to a skeptical security team and a value narrative to a CISO in the same afternoon.
Startup fit: Self-directed, resourceful, and comfortable building the SE motion in an early-stage environment where you own outcomes end-to-end.
Why This Role

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigoawsazuregcp

Platform: greenhouse
Effort: quick