Sales Engineering
Airis Labs
Solutions & Sales Engineer - Federal Law Enforcement & Counter-Terrorism - U.S. Go-to-Market
Location:
Remote / U.S. - preferably Washington, DC metro area
Reports to:
Director, Federal Law Enforcement & CT Sales (primary) / Director of Sales & Operations (secondary)
About Airis Labs
Airis Labs delivers AI-powered visual intelligence solutions that enable law enforcement, intelligence, and security agencies to analyze massive volumes of video and image data at scale. Having proven success in international markets, we are now establishing our U.S. federal presence - targeting federal law enforcement agencies, homeland security components, and counter‑terrorism organizations that require AI‑enabled visual intelligence at mission speed.
Role Summary
The Solutions Engineer is the technical backbone of Airis Labs' U.S. go-to-market across two verticals - federal law enforcement & counter‑terrorism, and state/local law enforcement & civilian federal. You will own the pre‑sales technical cycle end-to-end: discovery, demonstration, proof of concept, RFP response, and handoff to delivery - translating Airis Labs' platform into compelling technical narratives for government buyers.
Key Responsibilities
Technical Pre‑Sales Execution
Own the end-to-end pre‑sales cycle: discovery, demo, POC design and execution, and technical Q&A
Build and deliver tailored product demonstrations for federal law enforcement audiences - FBI, DHS components, DEA, ATF, USMS, NCTC, JTTFs, and fusion centers
Design, scope, and execute POC engagements and translate outcomes into compelling operational business cases
Author technical sections of RFPs, RFIs, and federal evaluation responses
Product & Solution Expertise
Maintain deep expertise across the full Airis Labs platform: video analytics, object and face detection, LPR, geospatial search, and multi‑source data fusion
Serve as the bridge between Sales and Product - capturing field requirements from law enforcement buyers and surfacing them into roadmap conversations
Build and maintain demo environments, use‑case narratives, and technical battle cards aligned to each vertical
Coordinate pre‑sales activity across both sales verticals - managing engagement sequencing and handoffs
Synthesize buyer feedback from demos and POCs into actionable product insights for the HQ team
Represent Airis at key industry events alongside the Sales Directors (IACP, ASIS, AFCEA Homeland, DHS and FBI industry days, etc.)
Advise on compliance frameworks: CJIS, FedRAMP, ICD 503, and agency‑specific data governance requirements
Required Qualifications
4+ years in a pre‑sales, solutions engineering, or technical sales support role - ideally in AI/ML, video analytics, computer vision, biometrics, or investigative technology
Proven track record designing and running product demos and POC engagements for federal law enforcement or enterprise buyers
Experience authoring technical sections of government RFPs, RFIs, or capability questionnaires
Familiarity with U.S. federal law enforcement buyer contexts - FBI, DHS, DEA, ATF, and DOJ components
Exceptional demo and presentation skills - able to adjust technical depth on the fly based on the audience
Awareness of compliance frameworks: CJIS, FedRAMP, ICD 503
Preferred / Nice‑to‑Have
Prior pre‑sales experience targeting FBI, DHS operational components, DEA, ATF, USMS, NCTC, JTTFs, or fusion centers
Background in AI‑enabled video intelligence, biometrics, LPR, or OSINT tooling for law enforcement
Experience with on‑premise, cloud, and air‑gapped deployment environments
Prior experience at companies selling to federal law enforcement (Palantir, Axon, Cellebrite, Verint, or similar)
About Working at Airis Labs
Mission‑driven, customer‑obsessed, and fast‑moving - we exist to help agencies solve hard problems and save lives. Our AI/ML‑powered platform processes thousands of hours of video in minutes, finding people, objects, and locations across disparate sources. Deployable on‑premise, cloud, or air‑gapped environments.
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