Solutions Architect - Pre-Sales (FedD154)

defenseunicorns; United States; Remote; USD 149,000 - 201,000; Full time

Benefits offered by this job

Fully remote position in the United S 

Base salary $148,750–$201,250 USD

100% company-paid medical, dental, and

Health Savings Account, life insurance

401(k) with stock options

Home office budget

Flexible Time Off

Paid parental leave

Training reimbursements

Job summary

Defense Unicorns is seeking a pre-sales Solutions Architect to support a government contractor's defense-sector customers. You will be the primary technical contact during engagements, delivering live demos, PoCs, and translating mission needs into tailored solutions.

This fully remote role requires U.S. citizenship and offers a salary range of $148,750 to $201,250 with national coverage, 100% health, retirement benefits, and a home-office budget.

Responsibilities

• Act as a trusted technical advisor during pre-sales engagements, understanding customer challenges, goals, and core mission needs
• Participate in sales calls and business development meetings, often serving as the primary technical contact, with travel as required for on-site engagements
• Ask probing questions to surface mission-critical requirements beneath surface-level asks and align solutions accordingly
• Architect solutions based on prospective customer requirements and clearly articulate the technical approach
• Maintain technical demo environments and lead live, hands-on platform demonstrations, including walkthroughs that validate capabilities in real time
• Build and deliver technical proof-of-concepts, including live installations and follow-up demos, supporting extended sales processes through ongoing pre-sales technical engagement

Job description

Role overview

A pre-sales Solutions Architect role supporting a government contractor's defense-sector customers. The position serves as the primary technical point of contact during customer engagements, combining deep technical expertise with strong communication and problem-solving skills to support long, complex sales cycles. The work centers on live product demonstrations, proof-of-concept environments, and translating real mission needs into tailored solutions. U.S. citizenship is required.

Responsibilities

• Act as a trusted technical advisor during pre-sales engagements, understanding customer challenges, goals, and core mission needs
• Participate in sales calls and business development meetings, often serving as the primary technical contact, with travel as required for on-site engagements
• Ask probing questions to surface mission-critical requirements beneath surface-level asks and align solutions accordingly
• Architect solutions based on prospective customer requirements and clearly articulate the technical approach
• Maintain technical demo environments and lead live, hands-on platform demonstrations, including walkthroughs that validate capabilities in real time
• Build and deliver technical proof-of-concepts, including live installations and follow-up demos, supporting extended sales processes through ongoing pre-sales technical engagement

Nice to have

• Solid understanding of Kubernetes, cloud infrastructure (AWS, Azure), and infrastructure automation tools such as Terraform or OpenTofu
• Ability to explain complex systems clearly to audiences ranging from deeply technical engineers to non-technical stakeholders
• Comfort with live deployments, real-time troubleshooting, and adjusting technical depth on the fly based on the room
• Strong situational awareness, willingness to admit mistakes, and skill at keeping demos engaging and informative
• Collaborative mindset for working across cross-functional teams and tailoring approach per engagement
• Proactive, self-directed approach to building infrastructure, finding answers, and pushing opportunities forward
• Genuine passion for the national security mission and solving real problems for people in mission‑critical roles

Benefits and work setup

• Fully remote position based anywhere in the United States
• Base salary range of $148,750 to $201,250 USD, benchmarked nationally and based on candidate experience
• 100% company-paid medical, dental, and vision premiums
• Health Savings Account, life insurance, and disability coverage
• 401(k) retirement plan with company stock options and a home office budget
• Flexible Time Off plus federal holidays, an additional week for Thanksgiving, and two weeks for the Christmas and New Year's period
• Paid parental leave
• Reimbursement for approved trainings, subscriptions, and conference attendance (travel, lodging, and fees)
• Equal opportunity employer committed to diversity; candidates who meet most but not every qualification are encouraged to apply