Senior Defense Technology Sales Engineer

Defense Technology Sales Engineer, Senior

Location: McLean, VA

Time Type: Full time

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.

• 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.

• 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 presenting to senior customer and company leaders, addressing objections, and building support for purchasing decisions
• Experience running customer pilots, evaluations, or structured user-feedback programs and using the findings to shape product requirements or priorities
• Experience developing sales materials and helping account teams or partners qualify opportunities, position a product, and advance software sales
• Ability to travel up to 25% of the time
• Bachelor’s degree in Business, Engineering, Computer Science, or Information Systems

• Experience selling software to defense or national-security organizations
• Experience bringing a software product or new offering to market
• Experience with modeling and simulation, operational planning and analysis, or decision-support applications

• Our offerings include health, life, disability, financial, and retirement benefits, as…