Sales Engineer, SMB

Details

• At least 2 years of experience in a technical customer-facing role (B2B SaaS, preferably in the SMB segment or similar).
• Ability to communicate technical information clearly and confidently to a wide range of audiences, including non-technical stakeholders.
• Strong presentation, communication, and storytelling skills, making complex information sound simple and relevant.
• Detail-oriented with a strong sense of ownership and commitment to quality, even in high-volume environments.
• Enthusiasm for learning, testing, and problem-solving. You are curious and dig in when a customer has a challenge.
• Strong time-management skills with the ability to effectively prioritize competing tasks and meet deadlines in a fast-paced, transactional sales environment.
• Proven ability to work independently and collaboratively in a fast-paced, remote-first team.
• Open to learning and able to adapt quickly, working across multiple products and shifting priorities with a flexible and proactive mindset.
• Experience in or strong familiarity with the security and identity space, including credential management, privileged access, or secrets management. Prior exposure to tools such as HashiCorp Vault, CyberArk, BeyondTrust, Delinea, or similar PAM and secrets platforms is a significant advantage.
• Familiarity with relevant compliance frameworks (e.g., SOC 2, ISO 27001, GDPR) is strongly preferred.
• Comfortable navigating developer-centric conversations, including how teams manage secrets in CI/CD pipelines (e.g., GitHub Actions, GitLab CI, Jenkins, CircleCI), container environments (Docker, Kubernetes), and cloud infrastructure (AWS, GCP, Azure). You don't need to write the code, but you should understand the workflow and the risks.
• Familiarity with DevSecOps principles and how engineering teams embed security into their development lifecycle. Able to engage confidently with DevOps leads, platform engineers, and CISOs on the risks of secrets sprawl, hardcoded credentials, and over-privileged service accounts.
• Working knowledge of identity concepts including SSO, SCIM provisioning, and OAuth/OIDC, and how SaaS application access is managed across growing teams. Familiarity with MDM or endpoint management tools (e.g., Jamf, Intune, CrowdStrike) is a bonus.
• Awareness of the growing challenge of non-human identity: service accounts, API tokens, bot credentials, and the security risks they introduce as teams scale AI and automation workflows. Ability to position this as a near-term customer pain, even in SMB accounts.
• Working knowledge of modern sales qualification frameworks (e.g., MEDDPICC) is preferred. Training and enablement will be provided as part of ongoing development.
• A growth mindset and a genuine curiosity about the evolving identity and security landscape.
• Bonus: hands-on experience integrating 1Password or a secrets manager with a developer workflow, CI/CD tool, or automation platform (e.g., GitHub Actions, Zapier, n8n, Make, or similar).
• Serve as the primary technical advisor for SMB sales opportunities within the Go-to-Market team.
• Partner with Account Executives to deliver scalable, impactful technical support throughout the sales cycle.
• Confidently position and demo all three core products, EPM, SaaS Manager, and Device Trust, as an integrated solution, articulating how they work together to reduce risk across users, apps, and devices. Connect these to the broader Unified Access vision for forward-looking customers.
• Support fast-paced, high-volume sales cycles with concise, effective technical guidance.
• Recommend and position tailored product solutions that align with SMB customer needs, goals, and common use cases.
• Run technical discovery with a range of stakeholders, from IT admins and security leads to developers and DevOps engineers, uncovering use cases around privileged access, SaaS shadow IT, unmanaged endpoints, and secrets for automation and AI workflows.
• Handle competitive situations involving PAM vendors (e.g., CyberArk, BeyondTrust), secrets management tools (e.g., HashiCorp Vault, AWS Secrets Manager), and SaaS security platforms. Articulate 1Password's differentiated value for SMB teams who need enterprise-grade capabilities without enterprise-grade complexity.
• Partner with SMB reps to build their confidence in discussing product capabilities and navigating technical conversations.
• Proactively identify potential technical risks in deals and collaborate with Product and Support teams to resolve them.
• Uncover and qualify AI-related use cases during discovery, including how customers are managing secrets for developer tooling, automation workflows, and emerging AI agent infrastructure.
• Support proof-of-concept engagements that validate Secrets Automation use cases, including scenarios where customers are securing credentials for AI pipelines, developer environments, or cloud-native workloads.
• Collaborate with Sales Enablement and Product Marketing to create and improve internal resources such as objection handling guides, demo frameworks, and playbooks.
• Deliver product education to customers focusing on accessibility for non-technical or resource-constrained teams.
• Respond to vendor/risk assessments, RFPs/RFIs, security questionnaires, and other technical documentation requests as needed.
• Represent the team at select industry events and company/team offsites. Some travel may be required.