Role Overview

The Sales Support Engineer at Token Security is a hands-on, customer-facing technical role focused on accelerating post-sales execution, onboarding, and integrations. This role bridges Sales Engineering and Product/Engineering, delivering fast, practical solutions that help customers successfully deploy and operationalize Token Security in complex environments.

You will work directly with customers to solve real-world technical challenges, build integrations and automation, and ensure a smooth path from initial deployment to ongoing success—without owning core product development.

Key Responsibilities

Post-Sales Execution & Customer Support

• Support onboarding, setup, and configuration for new customers
• Build scripts and workflows leveraging APIs to meet customer use cases
• Assist with integrations across cloud, identity, and CI/CD environments
• Contribute to customer reporting and QBRs in partnership with Sales Engineering

Solution Delivery & Technical Execution

• Design and implement practical, customer-specific solutions
• Develop reusable tools and automation to scale deployments
• Own delivery timelines and execution in collaboration with Sales Engineers
• Troubleshoot and resolve technical issues across APIs, infrastructure, and integrations

Customer Engagement

• Participate in technical discovery to understand requirements firsthand
• Provide hands-on support during implementation and post-deployment
• Act as a trusted technical partner to customers during onboarding and beyond

Collaboration & Escalation

• Partner closely with Sales Engineering on prioritization and delivery
• Escalate complex issues to FDE and coordinate with R&D when needed
• Translate customer challenges into actionable technical insights

Required Skills & Experience

Technical Skills

• Strong hands-on experience with APIs, scripting (e.g., Python, Go), and automation
• Experience with cloud platforms (AWS, GCP, Azure)
• Familiarity with CI/CD pipelines, infrastructure as code, and system integrations
• Understanding of identity, secrets management, or security concepts is a strong plus

Professional Skills

• High ownership and accountability for customer-facing deliverables
• Ability to independently validate, test, and support solutions
• Strong troubleshooting and problem-solving capabilities
• Organized with solid documentation and handoff practices

Soft Skills

• Comfortable working in ambiguity and fast-paced environments
• Strong communication skills with both technical and non-technical stakeholders
• Good judgment on when to solve independently vs. escalate

Sales Engineer

Sales Engineer 📍 Location: Remote / New York

About the Role

 We are looking for a Sales Engineer who can bridge deep technical expertise with strong customer-facing skills. You will partner closely with Account Executives to drive technical discovery, demonstrate value, design solutions, and support customers throughout the sales cycle. This role is critical in helping security leaders understand and mitigate risks around non-human identities.

Responsibilities

Technical Discovery & Solution Design • Lead technical discovery conversations with security, cloud, DevOps, and IAM teams • Map customer environments and requirements to Token Security’s capabilities • Design tailored solution architectures

Product Demonstrations & Proof of Value • Deliver compelling product demos to technical and executive audiences • Run proof-of-concepts (POCs) and pilots • Guide customers through onboarding and validation processes

 Sales Partnership • Partner with Account Executives on deal strategy and technical positioning • Address security, architecture, and integration objections • Support RFP/RFI responses and security questionnaires

Technical Expertise & Enablement • Stay up to date on cloud (AWS, Azure, GCP), SaaS, IAM, and security best practices • Provide feedback to Product & Engineering based on field insights • Help develop demo environments and technical collateral

 Requirements

• 5+ years of experience in Sales Engineering, Solutions Engineering, or similar customer-facing technical role • Background in cybersecurity, IAM, cloud security, or DevOps • Strong understanding of: ◦ Cloud platforms (AWS, Azure, GCP) ◦ APIs and authentication mechanisms ◦ IAM concepts (RBAC, least privilege, service accounts) ◦ SaaS integrations • Ability to communicate complex technical concepts clearly to both technical and business stakeholders • Hands-on experience running POCs and working with security teams

Nice to Have

• Experience in early-stage or high-growth startups • Familiarity with non-human identity management, secrets management, or identity governance • Scripting or automation experience (Python, Bash, Terraform, etc.) • Experience selling to CISOs, Security Architects, and Platform teams

What Success Looks Like

• High POC conversion rates • Strong technical win rates in competitive deals • Positive customer feedback on technical engagement • Trusted advisor status with customer security teams

Account Executive

Location: Remote (New York Metro)
Company: Token Security
Stage: Early-stage, high-growth cybersecurity startup

About Token Security

Token Security is redefining identity security by delivering complete visibility, deep context, and direct remediation for non-human identities and AI agents. We’re building a category-defining company and are looking for high-caliber sales professionals who want to make a meaningful impact, help shape the go-to-market motion, and grow with the business.

The Role

As an Account Executive at Token Security, you will own the full sales cycle within an assigned territory from prospecting through close. This role is ideal for a driven seller who combines strong enterprise sales execution with intellectual curiosity and the ability to collaborate deeply across Product, Marketing, and Leadership.

Key Responsibilities

Pipeline Generation & Territory Ownership

• Build, maintain, and continuously refine a prioritized list of target prospects, partners, and customers within your assigned territory.
• Leverage a multi-channel approach to drive consistent pipeline creation.
• Regularly analyze territory performance, pipeline health, and account prioritization to maximize efficiency and impact.

Value-Based Selling & Product Expertise

• Develop deep expertise in Token Security’s platform, use cases, and differentiated value proposition.
• Clearly articulate Token’s business and security outcomes to technical and executive stakeholders, including CISOs, IAM leaders, Cloud Security teams, and DevOps.
• Translate customer pain points into compelling, outcome-driven solution narratives.

Opportunity Management & Execution

• Identify, qualify, validate, and advance sales opportunities through disciplined discovery and evaluation frameworks.
• Lead in-depth discovery sessions, demos, proof-of-value engagements, and customer evaluations to increase win rates and deal velocity.
• Develop tailored sales strategies, formal proposals, and account plans for each opportunity.

Competitive Positioning

• Identify and position Token Security effectively against competitive solutions in identity security, identity governance, and adjacent markets.
• Confidently handle objections and competitive bake-offs by highlighting Token’s differentiated capabilities and measurable customer impact.

Forecasting & Deal Management

• Build and maintain a robust, accurate sales pipeline aligned with company targets.
• Deliver reliable monthly and quarterly sales forecasts, with clear visibility into deal status, risks, and next steps.
• Maintain strong CRM hygiene and data integrity to support predictable revenue growth.

Cross-Functional Collaboration

• Partner closely with Sales Engineering, Product, Marketing, and Customer Success to ensure strong deal execution and customer outcomes.
• Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy.
• Contribute to the development of repeatable sales processes, playbooks, and best practices as the company scales.

Qualifications & Experience

• Proven track record of consistently achieving or exceeding quota in a SaaS or cybersecurity sales role.
• Experience managing complex, consultative sales cycles, including RFPs, security reviews, and multi-stakeholder buying committees.
• Demonstrated success working with channel and technology partners in joint selling motions.
• Strong understanding of identity security, identity governance, IAM, or adjacent security domains (or the ability to ramp quickly).
• Exceptional written and verbal communication skills, with the ability to present confidently to both technical and executive audiences.
• Strong discovery, listening, and problem-solving skills — able to assess customer challenges and design effective paths forward.
• Ability to build trust and credibility across multiple levels of a customer organization, from practitioners to senior leadership.
• Highly collaborative team player who thrives in fast-paced, ambiguous startup environments.

Why Join Token Security?

• Category-defining product in a fast-growing identity security market
• High ownership and visibility with direct impact on company success
• Opportunity to help shape sales strategy and GTM motion from the ground up
• Competitive compensation, meaningful equity, and strong career growth potential
• A smart, driven, and collaborative team solving real security problems