Sales Engineering

Windward; Washington (District of Columbia); On-site; USD 110,000 - 160,000; Full time

Job summary

Windward seeks an experienced Solution Engineer to join the government team in Washington, DC. You will collaborate with sales directors to build relationships and pursue US Federal opportunities, delivering tailored, technically sound responses and demos that demonstrate Windward’s capabilities in a government context.

You will act as the technical lead through discovery, design, and demo phases, coordinating with product, marketing, and customer success to ensure winning bids and a superior

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 tender processes.
• Experience in managing large, successful tender bids.
• US Facility Clearance - Top Secret / SCI advantage.
• Strong understanding of geopolitical situations and the interests of relevant agencies.
• Experience with API integration and API-based solution delivery.
• Technical familiarity with space-based collection platforms for Imagery, RF, and other Electronic Intercepts.
• Understanding of decision-making in government environments.
• Willingness to travel up to 33% of the time.
• Experience deploying Hybrid SaaS / Agentic solutions.
• Excellent interpersonal skills; quick learner; curious and open-minded.
• Familiarity with CRM (Salesforce) 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.

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 to identify pain points and assess product fit.
• 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 PoC and value workshops to 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.
• Understand the market landscape and clearly communicate Windward’s technical and operational advantages.

Skills

Pre-Sales

SaaS

Government sales

Demos

RFP responses

CRM (Salesforce)

GenAI tooling

Technical liaison

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.