Sales Engineer

Lastwall • Tampa, FL

24d • Hybrid

About The Position

Lastwall is entering a defining growth phase and is a trusted Identity Provider working with the U.S. Department of War. With FedRAMP® Moderate Authorization and CMMC Level 2 certification, and through deployments of its flagship IDCommand product offering, Lastwall is positioned to expand at a moment when identity, resilience, and cyber readiness truly matter. We are hiring a Sales Engineer to help convert Lastwall’s U.S. defense, federal, critical infrastructure, and Defense Industrial Base proof points into successful deployments and repeatable revenue. This is a technical sales and field enablement role for someone who understands US Government and Department of War identity environments and can operate credibly with engineering teams, mission stakeholders, and customer decision-makers. The ideal candidate will comfortably conduct product demonstrations, host whiteboard integration sessions, support trial deployments and proof-of-value projects, assist with hands-on-keyboard customer configuration and integration, and help customers understand how Lastwall addresses real ICAM, Zero Trust, and tactical edge identity challenges. This role will also be a critical field-to-product signal owner. You will translate customer requirements, deployment lessons, technical objections, competitive gaps, and mission-driven use cases into clear product feedback for Lastwall’s Head of Product within Marketing, who owns the product roadmap, and for Engineering, who owns how we build and deliver.

Requirements

• 7+ years of relevant defense, federal, cybersecurity, identity, or technical sales experience, including prior U.S. military service or direct operational experience supporting DoW missions.
• Active TS/SCI clearance required, with the ability to support classified customer discussions, technical discovery, and mission-focused sales engagement where appropriate.
• Deep familiarity with DoW ICAM environments, including identity, authentication, federation, PKI/CAC, Zero Trust, access control, tactical edge, DDIL, or mission partner access use cases.
• Proven ability to bridge sales, engineering, product, and field deployment, including customer discovery, solution design, demos, pilots, configuration, integration support, troubleshooting, technical proposal support, and executive-level communication.
• Experience translating customer needs and field lessons into actionable product feedback, roadmap inputs, technical requirements, and implementation priorities.
• Experience working with classified programs, cleared partners, or FCL operating environments, including coordinating with primes, system integrators, resellers, and government stakeholders in secure or restricted settings.
• Comfort in a small but growing company where strategy and execution both matter, resources must be focused on the highest-leverage work, and the playbook is being built while deals are being won.
• Ability to work directly with customer and partner technical teams during trials, proof-of-value projects, and deployments, including configuration, integration support, troubleshooting, documentation updates, and feedback loops with Product and Engineering.

Nice To Haves

• International experience, especially in Canada, is considered a very real asset.

Responsibilities

• Own a senior sales engineering mandate: Discovery, Demonstration, Deployment & Enablement, Product Feedback Loop, Sales & Capture Support.
• Support the buildout of a repeatable technical sales motion across U.S. Department of War accounts first, with secondary support for federal civilian, critical infrastructure, and DIB opportunities.
• Use military experience, ICAM knowledge, and classified-program awareness to engage with operators, program offices, cybersecurity teams, identity owners, primes, resellers, and systems integrators.
• Translate Lastwall’s product differentiation into mission-relevant language around identity security, ICAM, federation, strong authentication, Zero Trust, tactical edge operations, disconnected or degraded environments, and secure access for mission partners and shared endpoints.
• Work across Sales, Product, Engineering, Customer Success, and Operations to align customer requirements, technical sales priorities, product feedback, deployment lessons, and partner execution.
• Create leverage through repeatable demo environments, deployment playbooks, configuration documentation, partner integration patterns, qualification frameworks, reusable technical content, and structured feedback loops into Product and Engineering.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed