About Britive

Britive is the leader in Cloud-Native Privileged Access Management (CPAM), delivering the industry’s first dynamic, agentless platform purpose-built to eliminate standing privileges and enforce Just-in-Time (JIT) ephemeral access across multi-cloud, SaaS, and hybrid environments. Our API-first platform unifies security policy enforcement across human, agentic AI, and non-human/machine identities—integrating natively with leading identity providers (Okta, Microsoft Entra ID, Ping Identity), cloud platforms (AWS, Azure, GCP), and DevOps pipelines (Terraform, Kubernetes, GitHub Actions). Trusted by Fortune 500 organizations, Britive enables Zero Standing Privileges (ZSP) by design, securing access without slowing down engineering teams.

About You

You are an experienced Sales Engineer who combines deep technical fluency with a passion for customer success. You thrive in complex enterprise environments, are equally comfortable presenting to a CISO and whiteboarding an API integration with a DevOps team, and you bring the consultative instincts to guide prospects through every stage of a technical sale—from initial discovery through proof-of-concept and close. You are results-driven, relationship-focused, and ready to hit the ground running in a high-growth, fast-paced startup environment.

Your Impact

Key Responsibilities

• Lead technical discovery calls to assess prospect environments, identify pain points around privileged access, identity sprawl, and cloud security posture, and determine product/client fit.
• Deliver compelling standard and custom product demonstrations tailored to prospect-specific environments, including multi-cloud architectures, IdP integrations (Entra ID, Okta, Ping Identity), and DevOps workflows.
• Own and execute Proof-of-Concept (POC) engagements end-to-end—defining success criteria, configuring test use cases, guiding customer implementation, and driving to a technical win.
• Proactively evangelize the capabilities of Britive’s platform, including JIT/ephemeral access, Zero Standing Privileges, and unified identity security across cloud and on-prem environments.
• Work closely with Engineering and Product teams to translate field feedback into product improvements and maintain deep, current knowledge of the platform.
• Partner with Account Executives throughout the sales cycle to develop technical strategies, respond to RFPs and security questionnaires, and remove technical blockers.
• Build strong relationships as a trusted technical advisor, ensuring customers maximize the value of their Britive investment and creating strong references, renewal opportunities, and upsell potential.
• Continuously gather competitive intelligence and market feedback to inform positioning and go-to-market strategies.

What You’ll Need

Required Skills & Experience

• Minimum 5 years of relevant experience in a Sales Engineer, Solutions Architect, or similar technical pre-sales role for a B2B software company.
• Demonstrated experience with Identity & Access Management (IAM) and Privileged Access Management (PAM), including hands-on familiarity with at least one enterprise IdP: Microsoft Entra ID (formerly Azure AD), Okta, or Ping Identity.
• Strong technical consultative selling skills with a disciplined sales process and the ability to manage complex, multi-stakeholder enterprise evaluations.
• Knowledge of additional programming or scripting languages (e.g., Python, Java, Shell) and experience working with REST APIs and developer toolchains.
• Experience with CI/CD pipelines and DevOps tooling such as Terraform, Kubernetes, GitHub Actions, or similar.
• Familiarity with Zero Trust principles, least-privilege access models, and security frameworks relevant to multi-cloud and hybrid environments.
• Prior experience working at an early-stage or growth-stage technology company; comfort with ambiguity and a startup pace.
• Strong interpersonal, written, and verbal communication skills with the ability to engage technical and executive audiences equally.
• Experience working with CRM and sales enablement software (e.g., Salesforce, Clari, Gong).
• Ability to travel and collaborate globally across geographies and cultures.

Preferred Qualifications

• Solid understanding of cloud environments and infrastructure, including hands-on experience with one or more of: AWS (IAM, STS, EKS, S3), Microsoft Azure (Entra ID, RBAC, Key Vault), or Google Cloud Platform (IAM, GKE, Secret Manager).
• Scripting proficiency in PowerShell and/or Bash for automation, configuration, and troubleshooting tasks within customer environments.
• Familiarity with SIEM/SOAR tools (Splunk, Datadog) and ITSM platforms (ServiceNow, Jira).
• Experience with secrets management solutions (HashiCorp Vault, AWS Secrets Manager, Azure Key Vault).
• Understanding of compliance frameworks including SOC 2, HIPAA, PCI-DSS, GDPR, ISO 27001, or SOX.

About Us:

Cloud security has become a top priority for organizations migrating to the cloud and embracing cloud-based technology. At Britive, we’re driving the future of the rapidly growing cloud security industry. Our modern cloud access management platform uniquely unifies Access Visibility, Dynamic Access Management, and Secrets Governance across cloud infrastructures, platforms, applications, and SaaS environments.

With our patented technology trusted by enterprise-level and Fortune 500 companies, Britive has been consistently ranked among the hottest Cloud Security startups and now emerging company. Backed by top-tier VCs and led by seasoned cybersecurity and cloud industry veterans, Britive combines innovation, expertise, and a strong vision for securing the cloud.

About You:

Britive is looking for a highly motivated and energetic Enterprise Sales Development Representative to join our team. You are passionate about forging relationships, discovering new opportunities, and creating meaningful connections with prospects. Whether a background in team sports or other competitive environments, you thrive in fast-paced and collaborative setting where grit and teamwork drive success.

Your background in high-performance environments makes you adept at executing complex strategies and communicating value propositions effectively. With advanced business acumen, you bring a strategic mindset that enhances your ability to identify opportunities and simplify complex concepts for customers.

Key Responsibilities:

• Outbound Prospecting: Conduct high-volume and highly personalized outbound outreach via phone, LinkedIn, and email to prospective companies, leveraging advanced tools to create repeatable and scalable processes.
• Pipeline Management: Strategically nurture and qualify a pipeline of prospects, advancing them effectively through the sales process.
• Collaborative Strategy: Partner closely with territory-based Enterprise Sales teams to execute go-to-market strategies and align on target accounts.
• Relationship Building: Introduce prospective customers to Britive’s platform, building rapport, articulating our value, and driving urgency in initial interactions.
• Metrics-Driven Execution: Consistently meet or exceed monthly targets for meetings and Sales Qualified Leads (SQLs).
• Cross-Functional Collaboration: Work with sales, marketing, and leadership to refine processes, share insights, and improve performance.
• Event Engagement: Represent Britive at conferences and industry events, engaging with prospects and gathering market intelligence.
• Detailed Tracking: Meticulously document and monitor activity within our CRM, ensuring consistent pipeline hygiene and reporting.

Role Qualifications:

• Tech Savvy: Proficient with productivity tools (e.g., Outlook, O365, web conferencing), CRM systems (e.g., Salesforce, Hubspot), and prospecting platforms (e.g., ZoomInfo, Outreach).
• Industry Experience: At least 1 year in an Enterprise Cloud Security or Identity Sales Development Representative
• Quota Success: Demonstrated success in meeting or exceeding quotas in a professional sales environment (minimum 1 year).
• Preferred: MBA and/or a background in competitive environments, including former team sport athletes.

Why Join Britive?

• Work at the cutting edge of cloud security, one of the most dynamic and growing sectors in tech.
• Be part of a supportive and collaborative team culture where your contributions make a direct impact.
• Thrive in an environment that values grit, adaptability, and high performance—core qualities you bring as a former athlete and team leader.

This is a full-time position based in our Boston office. Employees are expected to work on-site a minimum of four days per week.

About Us: 

Cloud security is becoming increasingly important as organizations migrate to the cloud and adopt cloud-based technology. Britive is at the forefront of the rapidly emerging and evolving cloud security industry. Britive offers the only modern cloud access management platform that unifies Access Visibility, Dynamic Access Management, and Secrets Governance across cloud infrastructures, platforms, applications, and SaaS. 

Our patented technology is deployed at several enterprise-level and Fortune 500 customers, and we’ve repeatedly been ranked as one of the hottest Cloud Security startups. Britive is founded by cybersecurity industry veterans with a history of successful companies and is backed by top-tier VCs. 

About You:

As a Strategic Account Executive, you are passionate about solving complex cloud security challenges for enterprise clients. You thrive in dynamic, fast-paced environments and excel at mapping Britive's innovative solutions to customers' business goals. 

You will develop and foster meaningful relationships with key stakeholders, maintain deep expertise in Britive's technology and the broader market, and demonstrate leadership, collaboration, and ethical behavior. 

Role: Strategic Account Executive 

Overview: 

The Strategic Account Executive is responsible for driving new business growth by engaging enterprise and cloud-native organizations and positioning Britive as a critical partner for cloud security and access management. In this hybrid role, you will focus on acquiring new clients while building strategic relationships to drive ongoing customer success and partnerships. 

Responsibilities: 

New Business Development 

• Identify and engage enterprise and cloud-native organizations facing multi-cloud security challenges. 

• Use prospecting, networking, and Account-Based Marketing (ABM) strategies to penetrate targeted accounts. 

• Develop tailored outreach strategies and deliver customized solution demos that align Britive’s platform to customer-specific challenges and objectives. 

• Articulate the value of Britive’s solutions in addressing access management, security, and compliance needs in cloud environments. 

 Sales Cycle Management 

• Own the end-to-end sales cycle, from initial engagement through negotiation and closure, ensuring alignment with Britive's revenue targets. 

• Collaborate with Sales Engineering, Customer Success, and Marketing to deliver seamless and impactful client experiences. 

• Build and maintain a strong sales pipeline, providing accurate forecasts and reporting progress to leadership. 

 Market Engagement & Insight Development 

• Stay informed about market trends, competitive dynamics, and emerging cloud security requirements. 

• Represent Britive at industry events, trade shows, and networking opportunities, enhancing the company’s visibility and fostering relationships with key stakeholders. 

 Customer Success & Partnership Development 

• Establish and maintain long-term, strategic partnerships with key clients, ensuring success and fostering the adoption of Britive’s solutions. 

• Partner with alliances and channel teams to accelerate new business opportunities and extend Britive’s market reach. 

 Qualifications: 

• 5–10+ years of enterprise B2B sales experience, particularly with SaaS, cloud, or security solutions. 

• Proven success in selling to medium and enterprise businesses, including C-suite and executive engagement. 

• Strong knowledge of cloud security, multi-cloud architectures, and Identity and Access Management (IAM) solutions. 

• Exceptional verbal and written communication skills, with a demonstrated ability to work effectively across internal and external teams. 

• Self-driven, adaptable, and motivated to excel in a high-growth, innovative environment. 

• Preferred: MBA and/or a background in competitive environments, including former team sport athletes.