Senior Sales Engineer

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
 

Apply today to help us achieve our mission.

Position Summary:

Sales Engineering at Delinea is organized by the accounts you own, across four segments: Strategic, Enterprise, Commercial, and Federal and Public Sector. The Delinea StrongDM specialist team works across all four. We don't own accounts; we own the technical win for runtime authorization inside them, alongside the segment Account Executives and Sales Engineers who do. The ladder from Sales Engineer to Senior to Principal runs along the same axis: deal, team, company.

As a Senior Sales Engineer on the specialist team, you own the technical win for runtime authorization in the most complex opportunities across every segment, and you multiply the field around you: the demos and assets you build, the segment Sales Engineers you enable, and the patterns you establish outlast any single deal. You bring deep expertise in identity and access management (IAM) and privileged access management (PAM), hands-on fluency in the infrastructure people actually need to reach, and a forward-looking view of how AI agents change who, and what, needs access.

Delinea StrongDM is the runtime authorization layer of the Delinea Platform. It replaces standing access with just-in-time (JIT) access and ephemeral credentials to databases, servers, Kubernetes, and cloud environments, governed by Cedar-based policy that can evaluate individual actions, down to an AI agent's Model Context Protocol (MCP) tool calls. You show customers how it works alongside the rest of the platform.

To platform engineering leaders, security architects, and CISOs, you are a trusted technical advisor, translating business requirements into measurable outcomes: Zero Standing Privilege (ZSP), faster developer access, governed AI agents, and audit-ready compliance.

Sound interesting? Read on.

What You'll Do

• Serve as the technical lead for runtime authorization in the most complex opportunities across all four segments, focused on Delinea StrongDM and how it combines with the rest of the Delinea Platform.

• Partner with segment Account Executives and Sales Engineers to identify, qualify, and accelerate runtime authorization opportunities, adding depth to the account team without adding friction.

• Lead technical discovery to find the real problem behind the request, whether standing privileges, credential sprawl, audit gaps, developer friction, or ungoverned AI agents, and connect it to the business outcome the customer needs.

• Challenge the customer's current access architecture and the status quo in the account, backed by a design that is demonstrably better.

• Deliver compelling demonstrations, technical presentations, and workshops tailored to platform engineers, SREs, security architects, and executives, and handle the unscripted question live.

• Own and drive Proofs of Value (PoVs) and technical evaluations from scoping through success criteria to a documented technical win.

• Develop solution designs, including architecture diagrams, integration specifications, and deployment plans spanning identity providers, databases, Kubernetes, cloud platforms, SIEM, ITSM and ChatOps tools, and AI agent toolchains.

• Respond to RFPs, RFIs, and security questionnaires for runtime authorization, verifying every answer against current product documentation before it reaches the customer.

• Treat customer and account team requests with urgency, responding promptly and setting clear expectations on timing, scope, and next steps across the multiple account teams you support.

• Use AI tooling and demo automation to increase your leverage: research agents for account preparation, personalized on-demand demos between live meetings, and reusable assets the field can pick up.

• Enable segment Sales Engineers and Account Executives through office hours, deal reviews, and short-form training so they can recognize and open runtime authorization conversations on their own.

• Collaborate with Professional Services and Customer Success during onboarding to ensure a smooth handoff and adherence to the agreed architecture.

• Troubleshoot complex issues during evaluations across identity providers, networking, Kubernetes, databases, cloud IAM, and MCP.

• Stay current on Delinea product updates, identity security trends, and the threat landscape, including machine identity, AI agent security, and cloud-native infrastructure.

• Contribute to the internal knowledge base, demo environments, reusable assets, and best practices, and mentor newer members of the Sales Engineering team.

• Provide structured field feedback to Product Management and Engineering, especially on AI agent governance and competitive gaps, and support the introduction of new capabilities to the market.

• Represent Delinea at cust