Senior Pre-Sales Solution Architect - Federal

Dragos, Inc.; Lennox Park (MD); Remote; USD 180,000 - 240,000; Full time

Benefits offered by this job

Comprehensive Benefits Plan

OTE: $220,000

Competitive Equity Package

Job summary

Dragos, Inc. is seeking a Solution Architect for the Public Sector to bridge Dragos offerings with federal customers. You will work with sales, understand mission requirements, design secure cyber solutions, and guide deployments from PoC to production, serving as a technical advisor and trusted partner.

You will engage with agencies, craft demonstrations, and ensure solutions meet standards, with remote-first collaboration across North America and beyond, travel up to 50% as needed.

Qualifications

• US citizenship and active TS security clearance required.
• Experience with federal agencies and procurement processes.
• Minimum 3 years in a pre-sales or consultative role.
• At least 5 years in cybersecurity.
• Familiarity with IC/OT discipline (protocols, DCS, SCADA).
• Strong presentation, relationship building, and negotiation skills.
• Willingness to travel up to 50%.

Responsibilities

• Understand customer needs and engage in pre- and post-sales processes.
• Consult and recommend tailored cybersecurity solutions.
• Conduct customized demonstrations to showcase capabilities.
• Support at events such as trade shows and conferences.
• Collaborate with sales to design solutions aligned to objectives.
• Execute proof-of-concept deployments, manage them, and resolve issues.
• Handle inbound queries related to products and services.

Skills

Top Secret clearance

Public sector pre-sales

Cybersecurity expertise

Pre-sales consulting

Networking (TCP/IP OSI Purdue)

Linux CLI

AWS & virtualization (VMware Hyper-V)

Scripting (Python Lua)

Presentation & negotiation

Tools

Elastic Stack

Logstash

Kibana

AWS

VMware

Hyper-V

Tshark/Wireshark

Job description

At Dragos, the mission is personal. The systems we protect deliver the water you drink, power your home, and keep the hospitals your community depends on running. Those critical infrastructure systems that power our civilization around the world are under attack every day by adversaries. When those systems fail, people are immediately at risk. We are the global leader in xOT cybersecurity, combining technology, threat intelligence, and expert services. The people here chose this work because they understand what is at stake. Here, you will find a remote-first mission-driven team across North America, Europe, the Middle East, and APAC built on authenticity, transparency, and trust. If safeguarding the systems that protect your family, friends, and community is the kind of work that matters to you, you are in the right place.

About the Role

Our Public Sector team is seeking a Solution Architect to serve as a critical bridge between Dragos and our federal customers, helping protect the nation's critical infrastructure. Partnering closely with our sales account managers, you'll engage with public sector stakeholders to understand their mission requirements, design tailored cybersecurity solutions, and guide them from proof-of-concept through successful deployment. Acting as both a technical consultant and trusted advisor, you'll ensure our solutions deliver maximum value and align with best practices. Your work will directly strengthen the cybersecurity resilience of federal agencies, advancing national security in the process.

Responsibilities

• Understand Customer Needs: Engage in pre- and post-sales processes to grasp customer requirements, technical goals, and their operating environment.
• Consult and Recommend: Provide consultative recommendations to our clients, ensuring they are fully aware of our offerings and best practices.
• Customized Demonstrations: Conduct tailored product demonstrations to showcase how our solutions meet customers' specific needs.
• Support at Events: Assist at trade shows and conferences to support our sales efforts.
• Solution Design: Collaborate with sales to select and design the right solutions that align with customer objectives.
• Deployment and Support: Execute proof-of-concept deployments, manage them, and troubleshoot any issues.
• Handle Queries: Respond to inbound queries related to our products and services, including requests for information, proposals, and statements of work.

Qualifications

• US citizenship and active TS (Top Secret) security clearance are required.
• Demonstrated experience working with federal government agencies, with a strong understanding of federal procurement processes, regulations, and policies to effectively drive sales and build relationships.
• At least 3 years of experience in a pre-sales or consultative role.
• At least 5 years of experience in cybersecurity.
• Familiarity with the IC/OT discipline (e.g., protocols, DCS, SCADA, etc.).
• Networking experience: TCP/IP, OSI model, & Purdue model.
• Experience with Linux CLI, Wireshark/Tshark.
• Experience with Elastic, Logstash, and Kibana.
• Experience with Amazon AWS and virtualization solutions such as VMWare and Hyper-V.
• Basic scripting skills in languages such as Python, Lua, etc.
• Strong skills in presentation, relationship building, and negotiation.
• Willingness to travel regularly, up to 50%.

Compensation

• OTE: $220,000
• Competitive Equity Package
• Comprehensive Benefits Plan

#LI-BR1 #LI-REMOTE

Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.