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About the position
Our client is seeking a Principal Sales Engineer to spearhead their expansion into commercial R&D markets while continuing to support their federal sector. This role is a blend of high-level technical sales, GTM strategy, and hands-on product positioning. You will be instrumental in defining how the company's AI solutions are packaged and sold to commercial clients while driving enterprise deals in both defense and commercial industries. This is a hybrid role that requires both technical acumen and sales expertise. As the Principal Sales Engineer, you will be the technical face of the company, working closely with prospective customers to understand their challenges and demonstrate how these solutions can solve complex technical problems. You will also play a key role in shaping the GTM strategy, ensuring that the company’s solutions are effectively positioned in the commercial market.
Responsibilities
- Act as a trusted advisor, effectively communicating technical concepts to technical and non-technical people.
- Define and execute the GTM strategy for commercial markets, determining how the company's AI solutions should be positioned to generate sales.
- Develop and execute a strategic sales plan focused on selling AI solutions to R&D to commercial or defense businesses.
- Manage the full sales cycle, from lead generation and qualification to closing.
- Utilize your experience with Other Transaction Authority (OTA) agreements to negotiate and close sales with DoD agencies, ensuring compliance and alignment with government procurement processes.
- Provide accurate sales forecasting, reporting, and performance tracking, ensuring alignment with company goals and objectives.
- Leverage the CEO’s existing network to assist in generating leads.
- Work with the CEO and product teams to shape the product roadmap based on commercial market needs.
- Target new markets and customer segments, identifying opportunities for expanding AI-driven R&D solutions into industries such as defense, biotech/pharma, fintech, manufacturing, and healthcare.
- Qualify leads, conduct technical product demos, and develop tailored solutions that meet the unique needs of customers.
- Oversee technical pre-sales activities, including proof-of-concept development, technical presentations, and responding to RFPs.
- Guide customers through AI/ML implementation, data integration, and security requirements, ensuring seamless adoption of the platform.
Requirements
- 6-10+ years of experience in technical sales, solutions engineering, or sales engineering, preferably within AI, data platforms, or SaaS.
- Proven experience in GTM strategy development, including product positioning, sales enablement, and revenue generation for new markets.
- Proven sales experience selling R&D software solutions to defense or commercial sectors with $250K - $1M ACV.
- Experience winning Federal OTA business opportunities up to $5M and having contacts and networks in these areas to quickly identify new opportunities.
- Strong understanding and hands-on experience with Other Transaction Authority (OTA) agreements, including navigating the complexities of DoD contracting and procurement processes.
- Strong technical background with experience in AI/ML workflows, databases, analytics, or high-performance computing.
- Ability to engage deeply with engineers while articulating business value to executives and stakeholders.
- Proven success in navigating multi-stakeholder SaaS sales cycles with complex enterprise or federal customers.
- Ability to obtain security clearance if required.
- Excellent interpersonal and communication skills, with the ability to build relationships with C-level executives, government officials, and technical teams.
- Must be able to work in a fast-paced environment with the ability to prioritize, multi-task, perform well under pressure, meet deadlines, and work a flexible schedule.
- An entrepreneurial and determined attitude with a massive drive to meet targets, and the confidence to work independently without daily oversight.
Benefits
- 401K with a 3% company match
- Health Insurance (Life, Vision, and Dental)
- Health Savings Account
- Paid Federal Holidays, PTO, and Sick Time
- Flexible work schedule with a hybrid model
