Solutions Architect - Pre-Sales

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, you’ll ensure our offerings are compelling and relevant to government and defense customers.

Combining deep technical knowledge with strong communication and problem‑solving skills, you’ll deliver live product demos, maintain proof‑of‑concept environments, and support long, complex sales cycles typical in the defense sector.

This hands‑on, customer‑facing role is ideal for someone who thrives in fast‑paced, evolving environments and is passionate about making a tangible impact on national security.

Responsibilities

• Act as a trusted advisor for customers’ technical needs and challenges 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 core mission challenges and align 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 walkthroughs to validate platform capabilities in real time.
• Support the long defense sales process by delivering small proof‑of‑concepts, follow‑up demos, and ongoing pre‑sales technical support.

The listed responsibilities are not exhaustive; additional responsibilities may be assigned based on the evolving needs of the organization.

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.

Location and Compensation

Remote - USA

$148,750 - $201,250 USD

Benefits

Health

• Premiums are 100% Company Paid
• Health Reimbursement Account
• Life Insurance
• Disability Insurance
• 401(k) Retirement Plan
• Company Stock Options
• Home Office Budget

Leave

• Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s.

Learning

• Reimbursement for approved trainings/subscriptions
• Conferences (travel, lodging, and fees)

EEO Statement

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.