Job Requirements
Washington, DC
Top Secret/SCI Full Scope Polygraph
Senior Level Career (10+ yrs experience)
$180,000 - $244,000
Job Description
We are looking for a Senior Solutions Engineer, Federal/Public Sector to join our Solutions Engineering team. You will partner with Account Executives to qualify, progress, and close revenue opportunities with civilian, defense, and intelligence community agencies, guiding them through demos, architecture discussions, and proofs-of-concept that prove value for both human developers and the AI coding agents working alongside them, often inside classified or air-gapped networks.
This is not a scripted-demo-only role. You are equally comfortable running a deep technical proof-of-concept inside a disconnected or classified environment and stepping back to translate a technical win into a business case a federal decision-maker will act on. You are energized by ambiguity, motivated by winning deals the right way, and capable of bringing the voice of the agency back into how the organization builds and sells.
What You’ll Do
Own the technical relationship with agency prospects through pre-sales, and efficiently manage towards a technical win
Lead or support post-sales relationships and renewals when needed
Demo the platform from the developer, administrator, and AI agent workflow perspectives, including in classified and air-gapped settings
Install solutions on cloud (including GovCloud) and on-prem Kubernetes or VM infrastructure, up to and including air-gapped and disconnected networks
Run proofs-of-concept that prove product value, including for agentic and LLM-powered development workflows, and accelerate deals
Evolve into a subject-matter expert on Cloud Development Environments, agentic AI development, and their impact on mission delivery
Serve as the agency’s voice, routing insights to Engineering and Product
Log feature requests and issues in our public/private Git repositories
Troubleshoot deployments, networking, and Kubernetes components during evaluation, including within classified networks
Contribute pull requests to documentation
What We’re Looking For
Active TS/SCI clearance with Polygraph required at time of hire; U.S. citizenship required
Physically based in the DC / Maryland / Virginia (DMV) area, with ability to travel to customer sites as required
Minimum 5 years of experience as a Solutions Engineer selling infrastructure or developer tooling, ideally into federal, defense, or intelligence community customers
Experience with AI tooling at both the user level and infrastructure level, including coding agents and assistants (e.g. Claude Code, GitHub Copilot, Cursor) as well as LLM infrastructure such as model proxies and LLM routing layers (e.g. LiteLLM), and the ability to speak credibly to how agencies evaluate and adopt them, including in classified environments
Strong customer-facing skills that win trust with technical stakeholders and program offices
Ability to translate technical hurdles into mission value in real time
Understand agentic AI software development use cases and advocate passionately where appropriate
Comfortable leading architecture demos and deep-dive troubleshooting sessions in secure, restricted-access environments
Deep Linux fundamentals and comfort at the command line
3+ years hands-on with Docker and Kubernetes
Experience with AWS GovCloud, Azure Government, or on-prem/air-gapped Kubernetes deployments
3+ years with Terraform or comparable infrastructure-as-code tooling
Solid grasp of networking: ingress controllers, proxies, load balancers, and operating within DoD/IC network boundaries
Startup-speed execution, ownership mindset, and a player-coach attitude
What Success Looks Like
You can walk into an ambiguous agency conversation, diagnose the real technical, security, and mission blockers, and design a proof-of-concept that proves value fast, even inside a classified network.
You translate deep technical fluency, including on agentic and LLM-based development workflows, into a business case that resonates with program managers, security officers, and mission owners alike.
Agencies leave your demos and PoCs with a clear, credible picture of how the product fits their environment, their developers, and their AI agents, without compromising their security posture.
You are as invested in winning the account the right way as you are in closing the current deal; you spot risks early, whether technical, security, or procedural, and loop in the right people.
Your field experience feeds back into product and marketing, sharpening how the organization demos and sells into the public sector.
Pluses...
Success at both high-growth startups and larger software vendors
Direct experience deploying or supporting AI coding agents in customer environments (e.g. Claude Code, Codex, or similar autonomous/semi-autonomous dev tools)
Prior military, intelligence community, or federal civilian service background
Experience with FedRAMP, DoD IL4/IL5, or ATO processes
Background in CI/CD, DevOps, or developer-platform products
Experience in platform engineering or developer platform teams
Kubernetes, AWS, or related certifications
This is not a scripted-demo-only role. You are equally comfortable running a deep technical proof-of-concept inside a disconnected or classified environment and stepping back to translate a technical win into a business case a federal decision-maker will act on. You are energized by ambiguity, motivated by winning deals the right way, and capable of bringing the voice of the agency back into how the organization builds and sells.
What You’ll Do
Own the technical relationship with agency prospects through pre-sales, and efficiently manage towards a technical win
Lead or support post-sales relationships and renewals when needed
Demo the platform from the developer, administrator, and AI agent workflow perspectives, including in classified and air-gapped settings
Install solutions on cloud (including GovCloud) and on-prem Kubernetes or VM infrastructure, up to and including air-gapped and disconnected networks
Run proofs-of-concept that prove product value, including for agentic and LLM-powered development workflows, and accelerate deals
Evolve into a subject-matter expert on Cloud Development Environments, agentic AI development, and their impact on mission delivery
Serve as the agency’s voice, routing insights to Engineering and Product
Log feature requests and issues in our public/private Git repositories
Troubleshoot deployments, networking, and Kubernetes components during evaluation, including within classified networks
Contribute pull requests to documentation
What We’re Looking For
Active TS/SCI clearance with Polygraph required at time of hire; U.S. citizenship required
Physically based in the DC / Maryland / Virginia (DMV) area, with ability to travel to customer sites as required
Minimum 5 years of experience as a Solutions Engineer selling infrastructure or developer tooling, ideally into federal, defense, or intelligence community customers
Experience with AI tooling at both the user level and infrastructure level, including coding agents and assistants (e.g. Claude Code, GitHub Copilot, Cursor) as well as LLM infrastructure such as model proxies and LLM routing layers (e.g. LiteLLM), and the ability to speak credibly to how agencies evaluate and adopt them, including in classified environments
Strong customer-facing skills that win trust with technical stakeholders and program offices
Ability to translate technical hurdles into mission value in real time
Understand agentic AI software development use cases and advocate passionately where appropriate
Comfortable leading architecture demos and deep-dive troubleshooting sessions in secure, restricted-access environments
Deep Linux fundamentals and comfort at the command line
3+ years hands-on with Docker and Kubernetes
Experience with AWS GovCloud, Azure Government, or on-prem/air-gapped Kubernetes deployments
3+ years with Terraform or comparable infrastructure-as-code tooling
Solid grasp of networking: ingress controllers, proxies, load balancers, and operating within DoD/IC network boundaries
Startup-speed execution, ownership mindset, and a player-coach attitude
What Success Looks Like
You can walk into an ambiguous agency conversation, diagnose the real technical, security, and mission blockers, and design a proof-of-concept that proves value fast, even inside a classified network.
You translate deep technical fluency, including on agentic and LLM-based development workflows, into a business case that resonates with program managers, security officers, and mission owners alike.
Agencies leave your demos and PoCs with a clear, credible picture of how the product fits their environment, their developers, and their AI agents, without compromising their security posture.
You are as invested in winning the account the right way as you are in closing the current deal; you spot risks early, whether technical, security, or procedural, and loop in the right people.
Your field experience feeds back into product and marketing, sharpening how the organization demos and sells into the public sector.
Pluses...
Success at both high-growth startups and larger software vendors
Direct experience deploying or supporting AI coding agents in customer environments (e.g. Claude Code, Codex, or similar autonomous/semi-autonomous dev tools)
Prior military, intelligence community, or federal civilian service background
Experience with FedRAMP, DoD IL4/IL5, or ATO processes
Background in CI/CD, DevOps, or developer-platform products
Experience in platform engineering or developer platform teams
Kubernetes, AWS, or related certifications
group id: 91099929