Principal Sales Engineer | $130K-$200K Base + Commission + Remote | Profitable Defense AI Tech Startup

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Requirements:

• 6-10+ years of experience in technical sales, solutions engineering, or sales engineering, preferably within AI, data platforms, or SaaS.
• 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.

Responsibilities:

• Act as a trusted advisor, effectively communicating technical concepts to technical and non-technical people.
• Oversee the full sales lifecycle for large, complex deals, from lead generation and qualification to closing, ensuring consistent, predictable revenue growth.
• 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.
• 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.