This is a hybrid role requiring 4 days per week in our NYC office, Monday through Thursday. Because you support our London office, your working hours will start early. Expect a 6-7am ET start on days with EMEA coverage.
YOU WILL
Partner with EMEA account executives across Mid-Market, Enterprise, and Channel to co-lead the technical side of the sale: technical demos, requirements discovery, proof-of-concept scoping, and realistic expectation-setting.
Own security and compliance review for EMEA deals — security questionnaires, RFPs, DPAs, data residency and sub-processor questions, and direct conversations with prospect security, privacy, and legal teams.
Work fluently across our integration ecosystem (identity providers, access control, calendar, HRIS) and speak credibly about our Developer & Integration Platform and API capabilities to customers building their own extensions.
Investigate issues through logs and data to isolate and escalate product bugs, rather than handing them off unqualified.
Act as the voice of the EMEA customer in roadmap discussions, and bring regional requirements — regulatory, cultural, and competitive — back to Product with enough specificity to act on.
Level up the wider revenue team on technical topics: SAML, SCIM, OAuth, directory sync, and cloud infrastructure.
YOU ARE
Scrappy. You find the workaround, and you know when a workaround is the wrong answer.
A self-starter who owns projects end to end and does well on a small team where the scope isn't fully defined.
Security-conscious. You treat our customers' data posture as something to be able to defend, not just describe.
Genuinely interested in helping teammates get better — the team is small enough that what you learn should not stay with you.
YOU HAVE
Working knowledge of EU data protection as it shows up in enterprise deals: GDPR, DPAs, data residency and transfer mechanisms, and sub-processor disclosure. You've been in these conversations before and don't need Legal in the room for the first one.
Comfort with identity and access: SAML, SSO, SCIM, OAuth, and directory services.
Solid grasp of how the internet works — DNS, HTTP, TLS, certificates — and intermediate SQL knowledge to answer your own questions about customer data.
Strong written and verbal communication with senior technical stakeholders (IT directors, CISOs, privacy counsel) and the ability to switch registers for a conversation with a developer.
Demonstrated effectiveness working across time zones and cultural contexts.
Willingness to travel to prospect and partner engagements, including international travel to EMEA, on a per-request basis (approximately 30% annually).
NICE TO HAVE
Fluent in multiple languages with the ability to conduct technical discussions and product demonstrations across diverse markets.
Working with Tech/Alliance Partners or Channel Managers
You have the ability to learn Ruby on Rails Active Record Query Interface
Understanding of SAML (Security Assertion Markup Language) and Active Directory. Knowledge of SSO (Single Sign-On) access control is also a plus.
Experience installing/configuring IT infrastructure (e.g. switches, routers, VOIP, wireless).
Experience with badge/ID printers, physical security, and digital security cameras.
You're excited about working in a nimble and challenging startup environment.
You have experience with efficiently completing security reviews and RFPs using tools such as Loopio or Whistic.
Nice to have languages and technical knowledge: Node, JavaScript, Python, Kubernetes
NICE TO HAVE
Compensation: Competitive salary, equity, and benefits - adjusted for local market conditions. OTE aligned to experience and performance. $177,500-$193,750 OTE with a $142K-$155K base.
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