Sales Engineer

Sales EngineerSonrai (pronounced Son-ree), which means "data" in Irish, helps enterprises unearth, prioritize, and remove risks in every part of their cloud. Our mission is to deliver the preeminent platform for enterprise companies to understand, monitor, and govern risk across every part of their public cloud. We are backed by seasoned cybersecurity investors including Menlo Ventures, Polaris Partners, TenEleven Ventures, and ISTARI.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.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 ResponsibilitiesLead 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 teamsSRE and DevOps organizationsSecurity and IAM teamsExecutive 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 discussionsCI/CD and infrastructure-as-code security considerationsLeast privilege and access governance strategiesContribute 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 Qualifications5+ 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 OrganizationsAzure AD / Entra ID and RBACGCP IAM and organizational policy controlsPractical experience with: CI/CD pipelines (GitHub Actions, GitLab, Jenkins, etc.)Infrastructure as Code (Terraform strongly preferred)Cloud-native architectures and modern application environmentsExperience working closely with: SRE and DevOps teamsCloud platform engineering teamsCybersecurity and IAM teamsStrong understanding of cloud security principles, including: Least privilege accessIdentity-based riskEntitlement managementGovernance and complianceProven 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 QualificationsExperience in pre-sales or customer-facing technical roles in a SaaS or cybersecurity company.Familiarity with compliance and audit frameworks such as: NIST CSFISO 27001/27002SOC 2, SOX, or similarExperience 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 ProfileTechnically credible: Able to go deep with engineers while maintaining strategic contextCustomer-first mindset: Focused on solving real problems, not just presenting featuresBuilder mentality: Comfortable with hands-on environments, demos, and troubleshootingCommunicator: Can simplify complex IAM and security concepts into clear narrativesCollaborative: Works seamlessly with Sales, Product, and leadershipEvangelistic (right level): Willing to represent Sonrai externally, but grounded in real-world practitioner experienceSonrai Security and Sonrai Security (Canada) are equal opportunity employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status or any other characteristic protected by local, state, or federal laws, rules, or regulations. This posting is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee and any percentages listed are approximate. Duties, responsibilities and activities may change or new ones may be assigned at any time with or without notice.