Sales Engineering

Windward; Tacoma (WA); On-site; USD 120,000 - 180,000; Full time

Job summary

Windward, a company combining AI, big data, and maritime expertise, is seeking an experienced Solution Engineer to join the government team in Washington, DC. You will work with sales directors to build relationships and drive revenue in the US Federal market, leading the technical side of the sales process and delivering tailored, winning solutions.

Responsibilities include leading demos, PoCs, RFP/RFI responses, and collaborating with marketing, product, customer success, and R&D to improve

Qualifications

• 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.
• Experience with GenAI tools is mandatory.
• Maritime experience is highly advantageous.

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 to improve customer experience based on trial feedback.

Skills

Pre-Sales

SaaS

Government sales

API integration

GenAI tools

CRM (Salesforce)

Public sector knowledge

Tools

Salesforce

APIs

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.

Requirement:

• 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.