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

Company Description

***YOU MUST BE A CITIZEN OF THE UNITED STATES. This is a remote role but you must be within driving distance of the Philadelphia. You must be able to commute to the office at least once a week.***

Are you ready to disrupt the Federal OTA and commercial R&D industry with a proven, industry-leading AI, database, decision support, and analytics solution?

Our client is a profitable AI tech startup that provides comprehensive software tools and data services to optimize AI/ML workflows, data sharing, and analytics for the Department of Defense (DoD). They are expanding their reach into commercial R&D markets while strengthening their position within the federal sector.

They offer three core technology solutions:

• AI Engine: A triple-store database that enables analysts to query data packages instantly, reducing the cost and effort of data pre-processing.
• Data Packaging Service: A next-gen ETL system that ensures a secure and efficient data supply chain for analytics, AI/ML, and high-performance computing workflows.
• Custom Services: AI Engine and Data Package deployment, analytics integration, and development of new capabilities tailored to customer needs.

These solutions have already helped DoD cyber testers enhance security, eliminate unnecessary testing, and achieve significant cost savings.

BENEFITS

• 401K with a 3% company match
• Health Insurance (Life, Vision, and Dental)
• Health Savings Account
• Paid Federal Holidays, PTO, and Sick Time
• Flexible work schedule with a hybrid model

Job Description

The Principal Sales Engineer will be the technical face of our client’s AI solutions, working closely with prospective customers to understand their challenges and demonstrate how these solutions can solve complex technical problems. You will collaborate with their engineering team and Founder-CEO who’s a PhD to provide technical insights, design tailored solutions, and drive adoption of the AI platform. This is a hybrid role that requires both technical acumen and sales expertise.

This is an exciting growth opportunity - our client wants to diversify within commercial R&D clients while also working with the defense sector. This role requires a strong understanding of SaaS sales specifically focused on R&D AI solutions and OTAs with the ability to navigate complex enterprise environments. 

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.

Qualifications

• 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. 

Additional Information

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