Sales Engineer

About the role

ABOUT GALLATIN At Gallatin, we are rebuilding logistics infrastructure for the national security missions of the United States and allied partners. We build AI systems that determine how logistics decisions are made — not just how they're executed. From factory to foxhole, we operate at the layer where data becomes decisions, and decisions make the advantage. ABOUT THE ROLE We're looking for a Sales Engineer to help customers across defense, national security, and other complex enterprise environments understand, evaluate, and adopt Navigator. You'll sit at the intersection of Growth, Product, Engineering, and mission operations, and serve as the technical counterpart to our Mission Development Managers (MDMs) throughout the sales cycle. Our Mission Development Managers own the customer relationship, territory strategy, and commercial progression of an opportunity through award. You own the technical dimension. Together, you'll identify the customer's mission problem, determine whether Gallatin can solve it, demonstrate how Navigator addresses the workflow, and build the confidence required to move from initial interest to deployment. The best Sales Engineers here don't wait for technical questions to come up. They shape the solution, uncover requirements the customer hasn't fully articulated, and build a technically credible path to adoption. This is not an entry-level role. You're equally comfortable running technical discovery, delivering a tailored demo, talking APIs and data integration with an engineering team, and explaining mission impact to an operational leader. You'll represent Gallatin's technology independently while staying hands-on enough to configure demos, chase down technical questions, and work directly with Product and Engineering. WHAT YOU'LL DO - Run Technical Discovery and Shape Solutions - Partner with Mission Development Managers and company executives to conduct technical and mission discovery with operators, program managers, engineers, architects, and other stakeholders. - Translate operational challenges and customer workflows into technical requirements, solution concepts, and platform use cases. - Understand customer data environments, systems, interfaces, security constraints, and integration requirements. - Identify how Navigator supports workflows across logistics, sustainment, readiness, supply chain, mobility, operational planning, and other mission areas. - Define the technical path from initial customer problems through prototype, technical evaluation, deployment, and broader adoption. - Lead Mission-Specific Demonstrations - Lead compelling Navigator demonstrations for technical and non-technical audiences. - Tailor every demo to the customer's mission, workflows, personas, data environment, and desired outcomes. No generic product tours. - Explain platform capabilities, architecture, AI-enabled functionality, data integration, APIs, security, and deployment options at the right level of depth for the room. - Build and maintain reusable demo environments, technical presentations, solution diagrams, and other sales engineering assets. - Handle technical questions and objections credibly during meetings and evaluations. - Show customers not just what the platform does, but how it would operate inside their mission and technology environment. - Drive 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, industry events, evaluations, and oral presentations. - Establish technical win criteria and make sure Gallatin addresses them throughout the pursuit. - Identify technical risks early and work with internal teams on mitigation. - Close the Loop with Product and Engineering - Serve as the critical feedback loop between customers and Gallatin's Product and Engineering teams. - Turn customer requirements and operational workflows into clear, actionable technical and product inputs. - Distinguish between existing capabilities, configuration, integration work, and potential product enhancements. - Partner with Product and Engineering on what Gallatin can demonstrate and deliver, and keep external commitments technically accurate. - Bring recurring customer requirements and market patterns back into product planning. - Build Credibility with Customers - Build technical credibility and trusted relationships with government and enterprise technical stakeholders. - Communicate clearly with everyone from operators and logisticians to engineers, acquisition leaders, and senior executives. - Represent Gallatin at customer meetings, technical exchanges, exercises, conferences, and partner engagements. - Learn customer missions well enough to connect technical capabilities to measurable operational outcomes. WHAT WE’RE LOOKING FOR - 5+ years of relevant professional experience, including meaningful time in sales engineering, solutions engineering, solution architecture, technical consulting, or another customer-facing technical role. - Experience at a software company, ideally supporting complex enterprise software, SaaS, data platforms, AI/ML, analytics, decision-support, or workflow technology. - Track record partnering directly with enterprise sellers or account executives through complex sales cycles. - Proven ability to independently run technical discovery and deliver sophisticated software demonstrations. - Strong technical foundation: 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 and product capabilities. - Excellent verbal and written communication skills. - Strong mission orientation and interest in applying technology to consequential national security problems. - Comfortable operating in a fast-moving startup environment. - U.S. citizenship and an active Secret clearance or higher. - Ability to travel up to 25%. BONUS POINTS - Direct experience selling or deploying AI-enabled software. - Active TS or TS/SCI clearance. - Experience supporting software sales into DoD, the Intelligence Community, or other U.S. federal agencies. - Experience with optimization, digital twins, supply chain, logistics, readiness, or operational-planning technologies. - Familiarity with DoD cloud and security environments, including IL4, IL5, IL6, classified environments, and government authorization processes. - Experience integrating enterprise platforms with government or commercial data sources through APIs, data pipelines, or other integration patterns. - Familiarity with AWS, Azure, or other modern cloud architectures. - Experience supporting technical evaluations, pilots, prototypes, exercises, or proofs of concept. - Prior experience at a defense tech company, enterprise software company, or high-growth startup. - Military, government, or direct national security mission experience. MISSION AND IDENTITY We are building the system that enables faster, smarter logistics decisions in contested environments, and we're doing it with a team of seasoned entrepreneurs, operators, and technologists who have built and scaled solutions in this space before. We hold ourselves to an extremely high standard. We value clear thinking, direct communication, and the kind of ownership that doesn't stop until something actually works. Our mission is to create decision advantage when the stakes are the highest. If we succeed, the system doesn't just run; it gets smarter. We're not building AI for its own sake. We're building it because faster, smarter decisions in the most demanding environments on earth can't wait. If you want to work somewhere the stakes are real and the mission is urgent — you'll fit in here. WHY GALLATIN? The logistics infrastructure that supports America's warfighters and humanitarian disaster responders is overdue for transformation, and we are building it. From defense operations to disaster response, we're solving the hardest problems that keep missions moving when it matters most. Join a team where the mission is the point. Compensation: Gallatin offers competitive compensation commensurate with experience. Actual compensation may vary based on experience, skills, and location. In addition to base salary, we offer a generous equity grant, full healthcare coverage, 401k, unlimited PTO, and the perks of working in a high-caliber, mission-driven environment. Gallatin is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by applicable federal, state, or local law. This position may require the ability to obtain and maintain a U.S. government security clearance. The successful candidate must be able to work in a classified environment when necessary. We comply with the United States Department of Labor's Pay Transparency provision https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_English_unformattedESQA508c.pdf. Note: Due to the nature of certain government contracts held by this organization, U.S. citizenship is a requirement for all positions at Gallatin. Proof of citizenship will be required prior to employment if selected.