Defense Technology Sales Engineer, Senior

About the role

We’re looking for a senior Sales Engineer to lead complex federal sales opportunities for a modeling and simulation platform that supports planning and operational analysis. In this role, you’ll lead federal sales opportunities from discovery through contract award, working directly with customers and alongside account teams. Software engineers and operational experts will support deeper technical and mission discussions. You’ll also lead user evaluation and feedback programs, work with engineering to turn customer findings into requirements and roadmap recommendations, and help establish the product’s sales approach. Due to the nature of work performed within this facility, U.S. citizenship is required.

Responsibilities

• Own the technical and commercial progression of assigned opportunities from qualification through contract award.
• Develop opportunity strategies with account teams, identify customer sponsors and decision-makers, and manage next steps and deal risks.
• Lead customer discovery and tailor demonstrations to operational and analytical needs.
• Explain the platform’s capabilities and limitations to users, technical evaluators, and senior decision-makers.
• Establish funding and acquisition paths with customers, account teams, partners, and contracting specialists.
• Contribute to proposals and negotiations on requirements, scope, milestones, and commercial terms.
• Plan customer pilots and technical evaluations with clear objectives and success criteria.
• Work with engineers and operational experts to resolve questions affecting the buying decision.
• Lead user evaluation and feedback programs, including participant recruitment, onboarding, test sessions, and structured feedback collection.
• Analyze customer feedback and product usage to identify recurring needs and product gaps.
• Work with engineering to define requirements and recommend roadmap priorities based on customer value and commercial relevance.
• Develop qualification criteria, discovery guides, and sales materials.
• Coach account teams on product positioning and work alongside them on active opportunities.

Join us. The world can’t wait.

Requirements

• 5+ years of experience in software sales, sales engineering, solutions consulting, or product-focused business development
• Experience winning software business with U.S. federal customers, including independent responsibility for opportunity strategy and execution through contract award
• Experience navigating federal acquisition and contracting processes and contributing to proposals, negotiations, or customer agreements
• Experience leading customer discovery and hands-on software demonstrations, assessing product fit, and explaining capabilities and limitations to technical and non-technical audiences
• Experience