Solutions Engineer

Opal Security is building modern identity governance for the AI era through intelligent access management that helps enterprises govern access without slowing innovation. As a Solutions Engineer, you'll guide prospective customers through technical evaluations and POV engagements, translating their identity and access governance needs into actionable solutions while partnering across sales, product, and engineering teams.

About the Role

You'll serve as a senior technical advisor at the intersection of product, customer, and sales, helping prospective customers assess the technical value and feasibility of Opal's identity governance platform. Your expertise will directly influence customer decisions and shape long-term partnerships while driving product-market fit and customer success.

Responsibilities

• Architect and oversee Proof-of-Value (POV) engagements, ensuring customers can effectively evaluate how Opal integrates into their enterprise environment and addresses their unique access governance needs
• Translate complex customer use cases and security objectives into actionable solutions, advising on implementation best practices and maximizing customer value
• Act as a trusted technical advisor, balancing strategic thought leadership with hands-on guidance to resolve technical challenges and foster long-term relationships
• Partner with sales teams to advance deals, engage key stakeholders, and ensure alignment between technical solutions and business outcomes
• Capture and synthesize customer feedback, pain points, and requirements; partner with product and engineering teams to influence roadmap decisions and prioritize market-relevant features
• Lead discussions around customer-specific needs and product design tradeoffs, helping Opal remain scalable while meeting enterprise demands

Requirements

• 5+ years of experience in solutions engineering, sales engineering, or technical customer-facing roles, ideally in cybersecurity, identity management, or infrastructure
• Deep technical knowledge combined with the ability to communicate complex concepts to diverse stakeholders—balancing technical depth with strategic insight
• Expertise in modern enterprise identity and access technologies, such as SSO, RBAC, cloud IAM, and data access governance
• Comfort operating in cross-functional environments, influencing both internal product strategy and external customer outcomes
• Ability to thrive in complexity and ambiguity, distilling unclear situations into clear plans and confident decisions

Location

San Francisco