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Gallatin is rebuilding logistics infrastructure for U.S. national security missions, building AI systems that determine how logistics decisions are made. We're seeking a Sales Engineer to help customers across defense, national security, and complex enterprise environments understand, evaluate, and adopt Navigator, our decision-support platform.
You'll sit at the intersection of Growth, Product, Engineering, and mission operations, serving as the technical counterpart to Mission Development Managers throughout the sales cycle. You'll own the technical dimension of customer relationships while MDMs own commercial progression. Together, you'll identify mission problems, determine if Gallatin can solve them, demonstrate how Navigator addresses workflows, and build confidence to move from interest to deployment.
Key responsibilities include:
**Technical Discovery & Solution Shaping**: Partner with MDMs and executives to conduct technical and mission discovery with operators, program managers, engineers, and architects. Translate operational challenges into technical requirements and platform use cases. Understand customer data environments, systems, interfaces, security constraints, and integration needs. Define technical paths from initial problems through prototype, evaluation, deployment, and adoption.
**Mission-Specific Demonstrations**: Lead compelling Navigator demos for technical and non-technical audiences, tailored to each customer's mission, workflows, personas, data environment, and outcomes. Explain platform capabilities, architecture, AI functionality, data integration, APIs, security, and deployment options at appropriate depth. Build and maintain reusable demo environments, presentations, and solution diagrams. Handle technical questions and objections credibly.
**Technical Capture**: Own technical qualification of opportunities including feasibility, data availability, integration complexity, security requirements, and deployment considerations. Develop technical approaches and solution narratives for RFIs, RFPs, CSOs, OTAs, white papers, and proposals. Participate in technical exchanges, solution workshops, evaluations, and oral presentations. Establish technical win criteria and identify risks early.
**Product & Engineering Feedback Loop**: Serve as critical feedback between customers and internal teams. Turn customer requirements into actionable technical and product inputs. Distinguish between existing capabilities, configuration work, integration work, and product enhancements. Partner on what Gallatin can demonstrate and deliver. Bring recurring requirements and market patterns into product planning.
**Customer Credibility**: Build technical credibility with government and enterprise stakeholders. Communicate clearly across operators, logisticians, engineers, acquisition leaders, and executives. Represent Gallatin at customer meetings, technical exchanges, exercises, conferences, and partner engagements. Connect technical capabilities to measurable operational outcomes.
**Requirements:**
- 5+ years of relevant professional experience in sales engineering, solutions engineering, solution architecture, technical consulting, or customer-facing technical roles
- Experience at a software company supporting complex enterprise software, SaaS, data platforms, AI/ML, analytics, decision-support, or workflow technology
- Track record partnering with enterprise sellers through complex sales cycles
- Proven ability to independently run technical discovery and deliver sophisticated software demonstrations
- Strong technical foundation in software architecture, data, APIs, integrations, cloud environments, security, and enterprise deployment patterns
- Working knowledge of modern AI, machine learning, data platforms, or decision-support technologies
- Ability to translate between customer mission requirements, sales objectives, and technical/product capabilities
- Excellent verbal and written communication skills
- Strong mission orientation and interest in national security applications
- Comfortable in fast-moving startup environments
- U.S. citizenship required
- Active Secret clearance or higher required
- Ability to travel up to 25%
**Bonus qualifications:**
- Direct experience selling or deploying AI-enabled software
- Active TS or TS/SCI clearance
- Experience selling into DoD, Intelligence Community, or U.S. federal agencies
- Experience with optimization, digital twins, supply chain, logistics, readiness, or operational-planning technologies
- Familiarity with DoD cloud and security environments (IL4, IL5, IL6, classified environments, government authorization processes)
- Experience integrating enterprise platforms with government or commercial data sources via APIs or data pipelines
- Familiarity with AWS, Azure, or modern cloud architectures
- Experience supporting technical evaluations, pilots, prototypes, exercises, or proofs of concept
- Prior experience at defense tech, enterprise software, or high-growth startups
- Military, government, or national security mission background
