Sales Engineer, SMB

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Act as the main technical advisor for small and medium-sized business (SMB) sales opportunities within the Go-to-Market team.

• Collaborate with Account Executives to provide scalable and impactful technical support throughout the sales process.

• Effectively position and demonstrate all three core products—EPM, SaaS Manager, and Device Trust—as an integrated solution, explaining how they collaboratively reduce risk across users, applications, and devices. Relate these products to the broader Unified Access vision for forward-thinking customers.

• Support fast-paced, high-volume sales cycles by offering concise and effective technical guidance.

• Suggest and position customized product solutions that resonate with SMB customer needs, objectives, and typical use cases.

• Conduct technical discovery sessions with diverse stakeholders, ranging from IT administrators and security leads to developers and DevOps engineers, to uncover use cases concerning privileged access, SaaS shadow IT, unmanaged endpoints, and secrets for automation and AI workflows.

• Manage competitive scenarios involving PAM vendors (e.g., CyberArk, BeyondTrust), secrets management tools (e.g., HashiCorp Vault, AWS Secrets Manager), and SaaS security platforms. Convey 1Password's unique value for SMB teams requiring enterprise-grade capabilities without the complexity typically associated with enterprise solutions.

• Collaborate with SMB representatives to enhance their confidence in discussing product features and navigating technical discussions.

• Proactively identify potential technical risks within deals and work alongside Product and Support teams to address them.

• Discover and qualify AI-related use cases during the discovery phase, including how customers manage secrets for developer tools, automation workflows, and emerging AI agent infrastructure.

• Assist in proof-of-concept engagements that validate Secrets Automation use cases, including scenarios where customers secure credentials for AI pipelines, developer environments, or cloud-native workloads.

• Work together with Sales Enablement and Product Marketing to create and enhance internal resources such as objection handling guides, demo frameworks, and playbooks.

• Provide product education to customers, ensuring accessibility for non-technical or resource-constrained teams.

• Address vendor/risk assessments, RFPs/RFIs, security questionnaires, and other technical documentation requests as necessary.

• Represent the team at select industry events and company/team offsites, with some travel required.

⛳️ Requirements

• A minimum of 2 years of experience in a technical customer-facing role (B2B SaaS, preferably in the SMB segment or similar).

• Capability to communicate technical information clearly and confidently to a broad range of audiences, including non-technical stakeholders.

• Strong presentation, communication, and storytelling abilities, making complex information appear simple and pertinent.

• Detail-oriented with a strong sense of ownership and commitment to quality, even in high-volume environments.

• A passion for learning, testing, and problem-solving. You demonstrate curiosity and dive deep when a customer presents a challenge.

• Excellent time-management skills with the capacity to prioritize competing tasks effectively and meet deadlines in a fast-paced, transaction-oriented sales environment.

• Proven ability to operate independently and collaboratively within a fast-paced, remote-first team.

• Willingness to learn and adapt quickly, working across multiple products and shifting priorities with a flexible and proactive approach.

• Experience in or strong familiarity with the security and identity sector, including credential management, privileged access, or secrets management. Prior exposure to tools such as HashiCorp Vault, CyberArk, BeyondTrust, Delinea, or similar PAM and secrets management platforms is a significant asset.

• Familiarity with relevant compliance frameworks (e.g., SOC 2, ISO 27001, GDPR) is highly preferred.

• Comfortable engaging in developer-centric discussions, including how teams manage secrets in CI/CD pipelines (e.g., GitHub Actions, GitLab CI, Jenkins, CircleCI), container environments (Docker, Kubernetes), and cloud infrastructure (AWS, GCP, Azure). While coding skills are not required, an understanding of workflows and associated risks is essential.

🏝️ Benefits

• Health

• Dental

• Pension

• Paid time off

• Equity grant

• Participation in incentive programs