Solutions Architect - Pre-Sales
Defense Unicorns, Springfield, VA, United States
EMPLOYER IS A CONTRACTOR FOR THE U.S. GOVERNMENT. THIS POSITION REQUIRES U.S. CITIZENSHIP.
Role Description:
As a Solutions Architect at Defense Unicorns, you'll serve as the primary technical point of contact during customer engagements, working closely with business development, engineering, and product teams to ensure that our offerings are both compelling and relevant to our government and defense customers.
This role combines deep technical knowledge with strong communication and problem‑solving skills. You’ll be responsible for delivering live product demos, maintaining infrastructure for proof‑of‑concept environments, and supporting the long and complex sales cycles typical in the defense sector. Your mission is to ensure that prospective customers not only understand what our technology does but believe in what it can do for them.
This is a hands‑on, customer‑facing role ideal for someone who thrives in fast‑paced, evolving environments and is passionate about making a tangible impact on national security through technology.
Responsibilities:
Act as a trusted advisor for customers and their technical needs, challenges, and goals during pre‑sales engagements
Participate in sales calls and business development meetings, often as the primary technical contact; travel as required to support on‑site engagements
Discover real mission needs beyond surface‑level requirements; ask probing questions to understand the core mission challenges and align our solutions accordingly
Architect solutions based on potential customer requirements and articulate those solutions
Maintain technical demo environments and lead live, hands‑on demonstrations of our UDS Core platform and capabilities
Build and deliver technical proof‑of‑concepts, including live installations and technical walkthroughs to validate platform capabilities in real time
Support the long defense sales process by staying engaged by delivering small proof‑of‑concepts, follow‑up demos, and ongoing pre‑sales technical support
The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization. We are seeking a dynamic individual who is able to adapt and take on new responsibilities as they arise.
Preferred Experience and Qualifications:
Strong understanding of Kubernetes, cloud infrastructure (AWS, Azure), and automation tools (Terraform, OpenTofu, etc.)
Ability to clearly explain complex systems to a variety of audiences, from deeply technical engineers to non‑technical stakeholders
Comfortable doing live deployments, troubleshooting in real time, and adjusting depth on the fly depending on the room’s technical background
Able to read the room, admit mistakes, pivot as needed, and keep demos engaging and informative
Collaborative by nature to play well with cross‑functional teams and prepare with your sales counterparts to tailor your approach for every engagement
Proactive and self‑directed in building and maintaining infrastructure, finding answers, and pushing opportunities forward even when it gets hard
Passionate about the national security mission and motivated by the opportunity to make a real impact, solving real problems for people in mission‑critical roles
Remote – USA
Compensation: $148,750 – $201,250 USD
Benefits Our Unicorns Enjoy Health
Medical/Dental/Vision
Premiums are 100% Company Paid
Health Reimbursement Account
Life Insurance
Disability Insurance
Financial
401k Retirement Plan
Company Stock Options
Home Office Budget
Leave
We offer all full‑time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s
Paid Parental Leave
Learning
Reimbursement for approved trainings/subscriptions
Conferences (travel, lodging, and fees)
Don’t have all the preferred experience or qualifications? Studies show that underrepresented groups like women and people of color are less likely to apply to jobs if they don't meet every requirement listed.
At Defense Unicorns, we're committed to diversity. If you're enthusiastic about the role but don't match every criteria, we encourage you to apply. You could be the perfect fit for this or another role! Defense Unicorns is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.
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This role combines deep technical knowledge with strong communication and problem‑solving skills. You’ll be responsible for delivering live product demos, maintaining infrastructure for proof‑of‑concept environments, and supporting the long and complex sales cycles typical in the defense sector. Your mission is to ensure that prospective customers not only understand what our technology does but believe in what it can do for them.
This is a hands‑on, customer‑facing role ideal for someone who thrives in fast‑paced, evolving environments and is passionate about making a tangible impact on national security through technology.
Responsibilities:
Act as a trusted advisor for customers and their technical needs, challenges, and goals during pre‑sales engagements
Participate in sales calls and business development meetings, often as the primary technical contact; travel as required to support on‑site engagements
Discover real mission needs beyond surface‑level requirements; ask probing questions to understand the core mission challenges and align our solutions accordingly
Architect solutions based on potential customer requirements and articulate those solutions
Maintain technical demo environments and lead live, hands‑on demonstrations of our UDS Core platform and capabilities
Build and deliver technical proof‑of‑concepts, including live installations and technical walkthroughs to validate platform capabilities in real time
Support the long defense sales process by staying engaged by delivering small proof‑of‑concepts, follow‑up demos, and ongoing pre‑sales technical support
The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization. We are seeking a dynamic individual who is able to adapt and take on new responsibilities as they arise.
Preferred Experience and Qualifications:
Strong understanding of Kubernetes, cloud infrastructure (AWS, Azure), and automation tools (Terraform, OpenTofu, etc.)
Ability to clearly explain complex systems to a variety of audiences, from deeply technical engineers to non‑technical stakeholders
Comfortable doing live deployments, troubleshooting in real time, and adjusting depth on the fly depending on the room’s technical background
Able to read the room, admit mistakes, pivot as needed, and keep demos engaging and informative
Collaborative by nature to play well with cross‑functional teams and prepare with your sales counterparts to tailor your approach for every engagement
Proactive and self‑directed in building and maintaining infrastructure, finding answers, and pushing opportunities forward even when it gets hard
Passionate about the national security mission and motivated by the opportunity to make a real impact, solving real problems for people in mission‑critical roles
Remote – USA
Compensation: $148,750 – $201,250 USD
Benefits Our Unicorns Enjoy Health
Medical/Dental/Vision
Premiums are 100% Company Paid
Health Reimbursement Account
Life Insurance
Disability Insurance
Financial
401k Retirement Plan
Company Stock Options
Home Office Budget
Leave
We offer all full‑time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s
Paid Parental Leave
Learning
Reimbursement for approved trainings/subscriptions
Conferences (travel, lodging, and fees)
Don’t have all the preferred experience or qualifications? Studies show that underrepresented groups like women and people of color are less likely to apply to jobs if they don't meet every requirement listed.
At Defense Unicorns, we're committed to diversity. If you're enthusiastic about the role but don't match every criteria, we encourage you to apply. You could be the perfect fit for this or another role! Defense Unicorns is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.
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