Sales Engineer

Reports to: Chief Operating Officer
Preferred locations: Washington, D.C. / National Capital Region, Tampa, San Antonio, Colorado Springs, Norfolk, or other major U.S. DoW / federal markets
Work model: Hybrid / field-based, with up to 30% travel within U.S.
Travel: Up to 30% for customer meetings, product demonstrations, field deployments, partner engagements, and industry events
Experience: Prior U.S. military, intelligence, or defense industry experience required
Clearance: Active TS/SCI required

Lastwall is entering a defining growth phase.

We are a trusted Identity Provider working with the U.S. Department of War. With FedRAMP® Moderate Authorization and CMMC Level 2 certification, and through deployments of its flagship IDCommand product offering, Lastwall is positioned to expand at a moment when identity, resilience, and cyber readiness truly matter.

We are hiring a Sales Engineer to help convert Lastwall’s U.S. defense, federal, critical infrastructure, and Defense Industrial Base proof points into successful deployments and repeatable revenue.

This is a technical sales and field enablement role for someone who understands US Government and Department of War identity environments and can operate credibly with engineering teams, mission stakeholders, and customer decision-makers. The ideal candidate will comfortably conduct product demonstrations, host whiteboard integration sessions, support trial deployments and proof-of-value projects, assist with hands‑on‑keyboard customer configuration and integration, and help customers understand how Lastwall addresses real ICAM, Zero Trust, and tactical edge identity challenges.

This role will also be a critical field‑to‑product signal owner. You will translate customer requirements, deployment lessons, technical objections, competitive gaps, and mission‑driven use cases into clear product feedback for Lastwall’s Head of Product within Marketing, who owns the product roadmap, and for Engineering, who owns how we build and deliver.

Own a senior sales engineering mandate:

• Discovery: Qualify opportunities and translate mission needs, ICAM requirements, Zero Trust objectives, DDIL constraints, and existing identity architectures into clear Lastwall use cases and technical success criteria.
• Demonstration: Lead product demos, technical briefings, whiteboard sessions, and proof‑of‑value planning for defense, federal, critical infrastructure, and DIB stakeholders.
• Deployment & Enablement: Support IDCommand trials, proof‑of‑value projects, and enterprise deployments with customer teams, on‑the‑ground personnel, and technology partners. Lead environment preparation, configuration, integration, troubleshooting, test execution, acceptance criteria, and handoff to Engineering or Customer Success. Build repeatable deployment materials, configuration guides, technical FAQs, integration notes, and field playbooks while working with Product and Engineering to reduce deployment friction and improve implementation workflows.
• Product Feedback Loop: Capture and synthesize field feedback from demos, trials, proof‑of‑value projects, deployments, partner engagements, and customer technical reviews. Work closely with Lastwall’s Head of Product within the broader Marketing group to inform roadmap priorities, market requirements, use‑case definition, packaging considerations, and competitive positioning. Partner with Engineering to clarify technical requirements, validate feasibility, identify implementation tradeoffs, and ensure customer feedback is translated into buildable, prioritized work.
• Sales & Capture Support: Support sales teams and partners with proposals, partner pursuits, statements of work, pricing inputs, technical volumes, demos, and customer‑specific solution narratives that help move opportunities from interest to award.

Support the buildout of a repeatable technical sales motion across U.S. Department of War accounts first, with secondary support for federal civilian, critical infrastructure, and DIB opportunities. Use military experience, ICAM knowledge, and classified‑program awareness to engage with…