Britive

• Maintain a prioritized view of the identity and security technology landscape and identify which vendors represent the highest-value alliance opportunities for Britive. • Score and rank prospective partners against clear commercial criteria. • Say no to partnerships that lack a credible path to revenue. • For each prioritized partner, define and document the value proposition. • Author the business requirements for how the two platforms should integrate. • Define the monetization model for each partnership and the commercial terms needed to make it work for both parties. • Negotiate and close partnership agreements, working with legal and finance as needed. • Translate signed partnerships into active go-to-market programs. • Partner with sales leadership to build pipeline generation motions with alliance partners. • Represent Britive at partner and industry events, and build/maintain executive relationships with key alliance contacts. • Act as the primary interface between Britive and partner alliance, product, and BD teams. • Brief product and engineering leadership on partner-driven integration requirements.

Title: Enterprise Sales Development Representative Location: Boston United States Job Description: Cloud security is becoming increasingly important as organizations are accelerating their cloud migration. Britive is at the forefront of the emerging cloud security industry with the only modern privileged access management platform that provides unified Privileged Access Visibility, Dynamic Privilege Management and Secrets Governance across cloud infrastructures, platforms & SaaS. Our patent-pending technology is deployed at several large and Fortune 500 customers and we have repeatedly ranked among the hottest Cloud Security startups. Britive is founded by CyberSecurity industry veterans with a successful prior exit and is backed by top-tier VCs. 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. Perks + Benefits: - Work from anywhere in the US! We are fully remote (US only, other areas are subject to review). - Competitive compensation and meaningful equity - Medical, dental, and vision insurance - Paid parental leave benefits - 401k (U.S.) - Flexible + Unlimited PTO (U.S.) - Career development opportunities and paths - Home office and connectivity stipends - Team socials + Offsites

• Responsible for design and development of a large-scale application stack running on AWS. • Collaborate with product management and engineering teams to design and integrate software, conduct code reviews, and troubleshoot product issues. • Perform proof of concepts to identify best design options including usage of AWS services. • Research integration options for various SaaS/IaaS technologies, including APIs for user administration and incorporate this research in our application integration.

• 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. • 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. • 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. • 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.

• 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.

Cloud security is becoming increasingly important as organizations are accelerating their cloud migration. Britive is at the forefront of the emerging cloud security industry with the only modern privileged access management platform that provides unified Privileged Access Visibility, Dynamic Privilege Management and Secrets Governance across cloud infrastructures, platforms & SaaS. Our patent-pending technology is deployed at several large and Fortune 500 customers and we have repeatedly ranked among the hottest Cloud Security startups. Britive is founded by CyberSecurity industry veterans with a successful prior exit and is backed by top-tier VCs. 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. The estimated base salary for this role is $170,000 - $190,000 annually. Individual compensation packages are based on various factors unique to each candidate, including experience, expertise, location, and other factors. Perks + Benefits: - Work from anywhere in the US! We are fully remote (US only, other areas are subject to review). - Competitive compensation and meaningful equity - Medical, dental, and vision insurance - Paid parental leave benefits - 401k (U.S.) - Flexible + Unlimited PTO (U.S.) - Career development opportunities and paths - Home office and connectivity stipends - Team socials + Offsites

• Serve as the primary point of contact and trusted strategic advisor for a portfolio of enterprise accounts post-sale. • Build and maintain deep, long-term relationships with technical stakeholders, security leaders, and executive sponsors. • Lead structured onboarding programs to ensure customers are deployed on time, on scope, and set up for measurable success. • Host monthly technical check-ins with key customer stakeholders to review platform health, address blockers, and drive adoption. • Prepare and deliver Quarterly Business Reviews (QBRs) with executive and key stakeholders that clearly demonstrate value, usage trends, and roadmap alignment. • Proactively monitor account health, identify churn risk early, and develop mitigation plans before issues escalate. • Own the end-to-end project plan for customer deployments, ensuring milestones are hit and stakeholders are aligned throughout. • Manage timelines, action items, and follow-ups with precision — nothing falls through the cracks on your accounts. • Coordinate closely with Britive Customer Success Engineers to drive technical implementation and resolve configuration blockers. • Educate customers on Britive best practices, identity and access management workflows, and PAM use cases relevant to their environment. • Serve as the connective tissue between customers and internal teams — including Product Management, Pre-Sales, Sales Architects, Sales Engineers, and Account Managers — to ensure seamless handoffs and consistent customer experience. • Provide regular, structured updates to the VP of Customer Success, CRO, and CEO on account status, strategic opportunities, and escalation items. • Collaborate with Sales and Pre-Sales during expansion and renewal cycles to ensure accurate scoping and smooth transitions. • Advocate for customer needs internally, translating field insights into actionable product feedback. • Drive customer advocacy efforts including case studies, reference calls, and product council participation.

Cloud security is becoming increasingly important as organizations are accelerating their cloud migration. Britive is at the forefront of the emerging cloud security industry with the only modern privileged access management platform that provides unified Privileged Access Visibility, Dynamic Privilege Management and Secrets Governance across cloud infrastructures, platforms & SaaS. Our patent-pending technology is deployed at several large and Fortune 500 customers and we have repeatedly ranked among the hottest Cloud Security startups. Britive is founded by CyberSecurity industry veterans with a successful prior exit and is backed by top-tier VCs. About Britive Britive is the leader in cloud-native Privileged Access Management (PAM), purpose-built to secure access across dynamic, multi-cloud environments. We help the world’s most security-conscious organizations eliminate standing privileges, automate just-in-time access, and maintain continuous compliance — all without slowing down development. We’re a fast-growing, mission-driven company and we’re building the team that will define the next era of cloud security. About the Role As a Customer Success Manager at Britive, you will be the strategic anchor for a portfolio of enterprise accounts. You own the entire post-sale relationship — from initial deployment through long-term expansion — with primary responsibilities of renewals. Your work is equal parts relationship management, project execution, and technical coordination: you run structured onboarding programs, lead monthly technical check-ins, and deliver executive-level Quarterly Business Reviews that clearly demonstrate ROI and identify new opportunities This role requires someone who thrives in a cross-functional environment. You will coordinate daily with our Customer Success Engineers, Product Management, Pre-Sales, Sales Architects/Engineers and Account Managers. You will also keep our VP of Customer Success, CRO, and CEO apprised of account health, risks, and opportunities. If you love solving complex problems, building deep customer trust, and operating with a bias toward action in a high-growth startup, this role is for you. What You’ll Do Relationship Management & Customer Outcomes - Serve as the primary point of contact and trusted strategic advisor for a portfolio of enterprise accounts post-sale. - Build and maintain deep, long-term relationships with technical stakeholders, security leaders, and executive sponsors. - Lead structured onboarding programs to ensure customers are deployed on time, on scope, and set up for measurable success. - Host monthly technical check-ins with key customer stakeholders to review platform health, address blockers, and drive adoption. - Prepare and deliver Quarterly Business Reviews (QBRs) with executive and key stakeholders that clearly demonstrate value, usage trends, and roadmap alignment. - Proactively monitor account health, identify churn risk early, and develop mitigation plans before issues escalate. Project & Deployment Management - Own the end-to-end project plan for customer deployments, ensuring milestones are hit and stakeholders are aligned throughout. - Manage timelines, action items, and follow-ups with precision — nothing falls through the cracks on your accounts. - Coordinate closely with Britive Customer Success Engineers to drive technical implementation and resolve configuration blockers. - Educate customers on Britive best practices, identity and access management workflows, and PAM use cases relevant to their environment. Cross-Functional Coordination & Internal Alignment - Serve as the connective tissue between customers and internal teams — including Product Management, Pre-Sales, Sales Architects, Sales Engineers, and Account Managers — to ensure seamless handoffs and consistent customer experience. - Provide regular, structured updates to the VP of Customer Success, CRO, and CEO on account status, strategic opportunities, and escalation items. - Collaborate with Sales and Pre-Sales during expansion and renewal cycles to ensure accurate scoping and smooth transitions. - Advocate for customer needs internally, translating field insights into actionable product feedback. - Drive customer advocacy efforts including case studies, reference calls, and product council participation. What You’ll Bring - 5+ years of experience in a Customer Success Manager, Technical Account Manager, or enterprise-facing post-sales role, ideally in a B2B SaaS environment. - Demonstrated track record of managing large enterprise accounts with complex, multi-stakeholder environments and multi-phase deployment projects. - Strong project management skills: you run structured programs, own timelines, and follow through relentlessly. - Exceptional communication and presentation skills — you can run a room of CISOs and a room of engineers with equal confidence. - Deep understanding of cybersecurity, cloud environments, and identity technologies — including PAM, IAM, IGA, SSO, and RBAC/ABAC models. - Familiarity with cloud platforms (AWS, Azure, GCP) and identity providers such as Okta and Azure AD. - Experience coordinating across multiple internal teams (sales, engineering, product, support) and keeping senior executives informed with crisp, concise communication. - Experience in a fast-paced, early-stage or high-growth startup; you know how to operate with limited resources and build process where none exists. - Must be based in the US or Canada. Nice to Have - Background working with security-focused, compliance-heavy, or regulated-industry customers (financial services, healthcare, government). - Familiarity with infrastructure tools such as Terraform, Kubernetes, or HashiCorp Vault. - Prior experience at a PAM, IGA, or cloud security vendor. The estimated base salary for this role is $120,000 - $150,000 annually. Individual compensation packages are based on various factors unique to each candidate, including experience, expertise, location, and other factors. Perks + Benefits: - Work from anywhere in the US! We are fully remote (US only, other areas are subject to review). - Competitive compensation and meaningful equity - Medical, dental, and vision insurance - Paid parental leave benefits - 401k (U.S.) - Flexible + Unlimited PTO (U.S.) - Career development opportunities and paths - Home office and connectivity stipends - Team socials + Offsites

• Partner with Britive leadership to implement financial strategy and ensure alignment to Company’s goals for growth and profitability • Lead financial planning and analysis, including forecasting, budgeting and cash flow management • Collaborate with all functions across the Company to enable high productivity and operational excellence through performance measurement and KPI tracking • Manage external service providers and orchestrate accounting and financial reporting as well as tax and regulatory filings • Produce investor materials and represent the company with existing and potential investors • Support Go-to-Market function in pricing, packaging, contracting and renewal activities

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Director of Finance will oversee the company’s day-to-day financial operations, budgeting, accounting, investor reporting, and cross-functional support across Legal, Sales, and People Operations. - Partner with Britive leadership to implement financial strategy and ensure alignment to Company’s goals for growth and profitability - Lead financial planning and analysis, including forecasting, budgeting, and cash flow management - Collaborate with all functions across the Company to enable high productivity and operational excellence through performance measurement and KPI tracking - Manage external service providers and orchestrate accounting and financial reporting as well as tax and regulatory filings - Produce investor materials and represent the company with existing and potential investors - Support Go-to-Market function in pricing, packaging, contracting, and renewal activities Qualifications - Bachelor’s degree in Business Administration, Finance, or related field - Experience in Finance function, understanding of key financial management and reporting concepts - Solid grasp of Microsoft Excel and PowerPoint Requirements The estimated base salary for this role is $160,000 - $220,000 annually. Individual compensation packages are based on various factors unique to each candidate, including experience, expertise, location, and other factors. Benefits - Work from anywhere in the US! - We are fully remote (US only, other areas are subject to review). - Competitive compensation and meaningful equity - Medical, dental, and vision insurance - Paid parental leave benefits - 401k (U.S.) - Flexible + Unlimited PTO (U.S.) - Career development opportunities and paths - Home office and connectivity stipends - Team socials + Offsites