Solutions Engineer, Enterprise Sales

About this role

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 to post-sale adoption. You bring deep, hands-on expertise in identity and CIAM. You know how enterprise identity architectures are built, where they break, and how to guide customers toward better outcomes.
Location: West Coast, United States. Candidates must be based in the West Coast time zone.

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:…