Sales Engineer

Windward; Washington (District of Columbia); On-site; USD 120,000 - 160,000; Full time

Job summary

Windward, a Washington, DC–based SaaS leader, seeks a Solution Engineer for our government team. You will drive the technical side of the sales cycle, crafting tailored solutions for federal agencies and delivering demos and PoCs.

You will collaborate with sales, marketing, product, and success teams to respond to RFPs/RFIs and communicate Windward’s advantages. Willingness to travel up to 33% and API integration experience are valued.

Qualifications

• 3 years in Solution Expert / Pre-Sales for government SaaS.
• Understanding of government budget cycles and tender processes.
• Experience managing large, successful bids.
• US Facility Clearance - Top Secret / SCI a plus.
• Willingness to travel up to 33%.
• Experience with GenAI tools.
• API integration experience.
• Maritime or government sector experience a plus.
• Ability to work with cross-functional teams.

Responsibilities

• Lead the technical side of the sales process, helping convert prospects into customers.
• Serve as a subject matter expert on Windward’s solutions for government agencies.
• Lead client discovery process to identify pain points, assess product fit, and uncover opportunities.
• Design tailored solutions aligned with client needs to support winning contracts.
• Act as the primary technical contact for prospects throughout the sales cycle.
• Develop and deliver compelling demos, presentations, trials, and supporting technical materials.
• Build and lead Proof of Concept (PoC) and value workshops that support strong business cases and proposals.
• Analyze client organizations, requirements, and infrastructure to craft effective RFP/RFI responses.
• Collaborate with internal teams (marketing, product, customer success, R&D) to improve customer experience based on trial feedback.
• Understand the market landscape and clearly communicate Windward’s technical and operational advantages.

Skills

Pre-Sales SaaS

Budgeting knowledge

Tender management

Travel ready

GenAI tools

CRM familiarity

API integration

Geopolitics awareness

Maritime domain

Intelligence background

Global experience

Tools

Salesforce

API tooling

Job description

A unique opportunity to join a company aiming to make a difference in the business world! Windward combines AI, big data, and maritime expertise to provide government, national security, and intelligence agencies with an in-depth understanding of the maritime landscape.

We are seeking an experienced Solution Engineer to join our government team based in Washington DC. In this role, you will collaborate with our sales directors to build new business relationships and achieve targeted revenue objectives with the US Federal market.

Our work environment is dynamic, enjoyable, and fast-paced, enabling you to take initiative and grow with the company.

Responsibilities:

• Lead the technical side of the sales process, helping convert prospects into customers.


• Serve as a subject matter expert on Windward’s solutions for government agencies.


• Lead client discovery process to identify pain points, assess product fit, and uncover opportunities.


• Design tailored solutions aligned with client needs to support winning contracts.


• Act as the primary technical contact for prospects throughout the sales cycle.


• Develop and deliver compelling demos, presentations, trials, and supporting technical materials.


• Build and lead Proof of Concept (PoC) and value workshops that support strong business cases and proposals.


• Analyze client organizations, requirements, and infrastructure to craft effective RFP/RFI responses.


• Collaborate with internal teams (marketing, product, customer success, R&D) to improve customer experience based on trial feedback.


• Understand the market landscape and clearly communicate Windward’s technical and operational advantages.

Requirements:

• 3 years of experience as a Solution Expert / Pre-Sales in a SaaS company selling to government agencies.


• Knowledge of government budgetary cycles and processes.


• Experience in managing large, successful tender bids.


• US Facility Clearance - Top Secret / SCI advantage


• Strong understanding of geopolitical situations and the corresponding interests of relevant agencies.


• Previous experience with API integration and API based solution delivery


• Technical Familiarity with Space-based collection platforms for Imagery, Radio Frequency, and other Electronic Intercepts


• In-depth understanding of decision-making in government environments.


• Willingness to travel as needed (up to 33% of the time).


• Experience in deployment of Hybrid SaaS / Agentic solutions


• Excellent interpersonal skills; quick learner; curious and open-minded.


• Familiarity with CRM (Salesforce, etc.) is an advantage.


• Experience with GenAI tools is mandatory.


• Intelligence or analyst experience is a plus, along with strong analytical skills.


• Maritime experience is highly advantageous.


• Experience working in a global company