Senior Sales Engineer

About Token Security Token Security is a fast-growing cybersecurity company defining the category of Non-Human Identity (NHI) and AI Agent Identity Security. As enterprises deploy machine identities, service accounts, secrets, and autonomous AI agents at a scale that dwarfs their human workforce, the identity attack surface has fundamentally changed. Token gives CISOs and IAM leaders a single platform to Discover, Understand, and Enforce security across their entire non-human identity estate from legacy service accounts to modern AI agents and the MCP servers they run on. We are an early-stage, well-funded company selling into large enterprise and financial-services organizations. Our Solution Engineers sit at the center of every strategic deal, translating a complex, fast-evolving technical problem into a clear, defensible business case for the world's most demanding security buyers. The Role As a Senior Solution Engineer covering the East Coast, you are the primary technical authority in the sales cycle. Working shoulder-to-shoulder with Account Executives, you own the technical relationship with prospects from first discovery call through Proof of Value (POV) and technical close. You will build on the field motion established by our founding SE team running live platform sessions, MCP and agent discovery reviews, and ownership-attribution walkthroughs across each prospect's real environment. This is a role for someone who can go deep on the technology and stay fluent in the business. You will uncover a prospect's compelling use cases, define the critical success factors by which they will judge any solution, master the Token platform end-to-end, and demonstrate with evidence, in the customer's own data, why Token wins against every alternative on the table. What You'll Do Uncover compelling use cases with prospect accounts Lead technical discovery with security, IAM, and platform teams to surface the specific NHI and AI-agent risks that matter to each account service-account sprawl, secrets exposure, over-privileged machine identities, ungoverned AI agents, and shadow MCP servers. Map pain to a driving event. Identify the compelling event behind each opportunity (audit finding, breach, agentic-AI initiative, cloud migration, board mandate) and connect Token's capabilities directly to it. Translate use cases into value. Frame discovery findings in the language of the economic buyer risk reduction, audit readiness, operational efficiency, and measurable ROI not just features. Multi-thread technically. Build credibility and relationships across the prospect's engineering, security operations, and identity teams so the technical win is broad, not dependent on a single contact. Define and win on critical success factors Establish the Critical Success Criteria (CSC) with each prospect early, so the evaluation is scoped around requirements Token is uniquely positioned to satisfy. Design and run rigorous Proofs of Value. Structure POVs with clear entry and exit criteria, agreed success metrics, and a defined timeline that compresses the sales cycle rather than expanding it. Deliver evidence, not assertions. Run live sessions in the prospect's environment across identity providers, cloud platforms, secrets vaults, source control, and endpoint/agent sources to prove discovery coverage, ownership attribution, usage analytics, and closed-loop remediation on their own data. Own technical validation to close. Drive the technical evaluation to a documented technical win, resolving objections, security reviews, and architecture questions, and hand a clean technical position to the AE for commercial closure. Master the Token Security technology Achieve deep platform mastery of Token's Discover → Understand → Enforce framework: NHI and AI-agent discovery, identity ownership attribution, usage and behavioral analytics, secrets scanning and correlation, least-privilege enforcement, and automated remediation. Speak fluently to the modern ident…