Sales Engineer

Sonrai (pronounced Son-ree), which means “data” in Irish, helps enterprises unearth, prioritize, and remove risks in every part of their cloud. Our mission is to deliver the preeminent platform for enterprise companies to understand, monitor, and govern risk across every part of their public cloud. We are backed by seasoned cybersecurity investors including Menlo Ventures, Polaris Partners, Ten Eleven Ventures, and ISTARI.

Candidates who join our team will have a tremendous impact on our success & mission to be the industry leader in our space. We’re looking for candidates who are passionate about solving the complex cloud security challenges posed by rapid cloud adoption with a motivated, close-knit team.

The Sales Engineer is a highly technical, customer-facing role responsible for driving successful outcomes across the sales lifecycle by aligning Sonrai’s Cloud Permissions Firewall (CPF) to customer cloud security, identity, and governance challenges.

This role combines deep hands‑on expertise in multi‑cloud IAM, Dev Ops, and cloud infrastructure with strong business acumen and communication skills. The ideal candidate operates comfortably across technical and executive audiences—partnering with cloud engineers, SRE/Dev Ops teams, and security practitioners, while also engaging CISOs and senior stakeholders to articulate risk, compliance, and business impact.

In addition to supporting sales execution, the Sales Engineer contributes to field enablement, technical evangelism, and continuous feedback into product and go‑to‑market strategy.

• Lead technical discovery, qualification, and solution alignment throughout the sales cycle across enterprise and strategic accounts.
• Deliver compelling, technically deep product demonstrations, POVs, and evaluations focused on real‑world cloud identity risk and governance use cases.
• Translate complex IAM, Dev Ops, and cloud security concepts into clear business value tied to risk reduction, compliance, and operational efficiency.
• Partner closely with customers’:
  • Cloud engineering teams
  • SRE and Dev Ops organizations
  • Security and IAM teams
  • Executive stakeholders (including CISO-level)
• Design and present solution architectures that integrate CPF into customer environments across AWS, Azure, and GCP.
• Support and guide customers through:
  • IAM design and optimization discussions
  • CI/CD and infrastructure‑as‑code security considerations
  • Least privilege and access governance strategies
• Contribute to technical account strategy and deal execution in partnership with Sales, Field CTO, and leadership.
• Participate in customer workshops, architecture reviews, and technical deep dives.
• Act as a technical advocate and trusted advisor throughout the customer journey.
• Contribute to field‑facing assets such as demos, technical content, and competitive positioning.
• Support and occasionally participate in industry events, webinars, and partner engagements as a technical voice of Sonrai.

• 5+ years of experience in Sales Engineering, Cloud Engineering, Dev Ops, or Cloud Security roles.
• Strong hands‑on experience across multi‑cloud environments
  , including:
  • AWS (required, deep expertise)
  • Azure and GCP (working proficiency to strong)
• Deep expertise in cloud IAM
  , including:
  • AWS IAM, SCPs, and Organizations
  • Azure AD / Entra  RBAC
  • GCP IAM and organizational policy controls
• Practical experience with:
  • CI/CD pipelines (Git Hub Actions, Git Lab, Jenkins, etc.)
  • Infrastructure as Code (Terraform strongly preferred)
  • Cloud‑native architectures and modern application environments
• Experience working closely with:
  • SRE and Dev Ops teams
  • Cloud platform engineering teams
  • Cybersecurity and IAM teams
• Strong understanding of cloud security principles
  , including:
  • Least privilege access
  • Identity‑based risk
  • Entitlement management
  • Governance and compliance
• Proven ability to engage across technical depth levels—from hands‑on engineers to CISO and executive stakeholders.
• Exceptional communication and presentation skills, with the ability to connect technical capabilities to business outcomes.

• Experience in pre‑sales or customer‑facing technical roles in a SaaS or cybersecurity…