Pre-Sales Solutions Engineer, Defense & CMMC

Role overview

This pre-sales Solutions Engineer role serves as the technical and compliance specialist for organizations operating within the defense industrial base that are preparing for CMMC certification. The position partners with Account Executives throughout the sales cycle, translating complex regulatory requirements around CUI, FCI, NIST SP 800-171, evidence collection, remediation, and assessment readiness into practical solution designs and tailored product demonstrations. The role also acts as a connector across Sales, Implementation, Customer Success, Product, Engineering, and partner teams to improve deal qualification, scoping, and the broader customer journey from initial discovery through CMMC readiness.

Responsibilities

- Partner with Account Executives to qualify, develop, and close defense industrial base and CMMC opportunities. - Lead technical discovery sessions with security, IT, compliance, operations, and executive stakeholders. - Help prospects identify applicable CMMC levels, contract or customer drivers, and current readiness posture. - Review customer architectures, data flows, asset inventories, and network diagrams to define compliance scope and surface solution requirements. - Explain CMMC Level 1 and Level 2 requirements, NIST SP 800-171 expectations, SSP and POA&M workflows, evidence requirements, remediation tracking, and assessment readiness. - Deliver tailored demonstrations that connect product capabilities to customer pain points, technical requirements, implementation needs, and desired business outcomes.

Requirements

- Working knowledge of CMMC Level 1 and Level 2 requirements, NIST SP 800-171, CUI and FCI handling, SSP and POA&M workflows, evidence collection, remediation tracking, and assessment readiness. - Familiarity with identity and access management, endpoint security, logging, network segmentation, secure collaboration, cloud environments, virtual desktops, and physical security concepts. - Ability to establish credibility with security, IT, compliance, and executive audiences in regulated environments. - Experience navigating technically complex customer environments, including those operating within the defense industrial base. - Comfort serving as a liaison across Sales, Implementation, Customer Success, Product, Engineering, and partner ecosystem teams.

Nice to have

- Experience using AI and automation to streamline account preparation, technical discovery, demonstration quality, follow-up, and internal knowledge sharing.

Benefits and work setup

- Medical, dental, and vision coverage for the employee and dependents. - Flexible paid time off. - 401(k) retirement plan. - Paid family leave. - Remote within the United States, with hybrid expectations (approximately 30% in-office) for employees located within a defined radius of an office.