Role Description 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 Qualifications - 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

• Work with Enterprise customers to understand their business, their use cases, and their data replication requirements • Develop and deliver technical presentations to Enterprise audiences • Ensure the technical win by running an organized proof-of-value process • Work closely with multiple cross-fuctional organizations driving change and improvements to Fivetran as a whole • Work closely with multiple Sales representatives, while maintaining a high level of customer focus and technical excellence • Stay up-to-date on the latest technologies and trends in our industry • Assist team members in advanced technical or business roadblocks

• Engage in opportunities with the sales team and provide technical solutions expertise to both internal and external stakeholders • Deliver world-class product demonstrations and compelling sales or technical presentations • Provide design consultation including quoting, system design, bill of materials development, compliance vetting, etc. • Develop and maintain strong relationships with customers and partners through technical thought leadership • Collaborate with Technical Support leadership in post-sales guidance • Act as a conduit for feedback to product management, marketing, development, and other groups • Proactively seek out training opportunities to stay current on MSI products and services and industry trends

• Collaborate with field sales reps to understand prospect requirements and challenges. • Deliver compelling and concise product demonstrations for new prospects and current customers. • Provide technical guidance and solutions to address prospect and customer needs. • Act as the technical adviser throughout the sales cycle, and ensure proper expectations are set for successful product implementations. • Collaborate with field sales reps to develop effective wins strategies focused on iiQ technical advantages and capabilities. • Assist in technical documentation for RFP support and proposal generation. • Provide technical expertise in training and enablement for the field sales team. • Maintain and customize Sales Showcase demo environment. • Create and maintain strategic demo automation assets. • Act as technical liaison between customer needs and product development. • Delivery compelling stories of how current customer districts generate positive outcomes using iiQ technology. • Remain updated on industry trends and competitive differentiators to maintain a competitive edge.