{"id":2060922,"url":"https://alion.io/job/gallatin-sales-engineer","title":"Sales Engineer","company":{"id":673248,"name":"Gallatin","domain":"gallatin.ai","url":"https://alion.io/company/gallatin","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"A","score":90,"open_postings":22,"ghost_share":0.091,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":112,"computed_at":"2026-10-10T05:45:15Z"}},"role":"Solutions","role_family":"Solutions","seniority":"junior","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Austin, United States","El Segundo, United States","Washington, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":76000,"max_usd":165000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":268},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"Machine Learning","optional":false},{"name":"AWS","optional":true},{"name":"Azure","optional":true},{"name":"Digital Twin","optional":true}],"status":"live","first_seen_at":"2026-10-08T00:03:13Z","employer_posted_date":"2026-10-08","last_verified_at":"2026-10-11T02:32:35Z","board_verified":true,"closed_at":null,"days_open":3,"trust":{"level":"ok","repost_count":0,"flags":["company_stale"],"days_open":2},"description":"About Gallatin\nAt 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.\nAbout the Role\nWe'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.\nOur 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.\nThis 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.\nWhat You'll Do\nRun Technical Discovery and Shape Solutions\nPartner with Mission Development Managers and company executives to conduct technical and mission discovery with operators, program managers, engineers, architects, and other stakeholders.\n\nTranslate operational challenges and customer workflows into technical requirements, solution concepts, and platform use cases.\n\nUnderstand customer data environments, systems, interfaces, security constraints, and integration requirements.\n\nIdentify how Navigator supports workflows across logistics, sustainment, readiness, supply chain, mobility, operational planning, and other mission areas.\n\nDefine the technical path from initial customer problems through prototype, technical evaluation, deployment, and broader adoption.\n\nLead Mission-Specific Demonstrations\nLead compelling Navigator demonstrations for technical and non-technical audiences.\n\nTailor every demo to the customer's mission, workflows, personas, data environment, and desired outcomes. No generic product tours.\n\nExplain platform capabilities, architecture, AI-enabled functionality, data integration, APIs, security, and deployment options at the right level of depth for the room.\n\nBuild and maintain reusable demo environments, technical presentations, solution diagrams, and other sales engineering assets.\n\nHandle technical questions and objections credibly during meetings and evaluations.\n\nShow customers not just what the platform does, but how it would operate inside their mission and technology environment.\n\nDrive Technical Capture\nOwn technical qualification of opportunities, including feasibility, data availability, integration complexity, security requirements, and deployment considerations.\n\nDevelop technical approaches and solution narratives for RFIs, RFPs, CSOs, OTAs, white papers, and proposals.\n\nParticipate in technical exchanges, solution workshops, industry events, evaluations, and oral presentations.\n\nEstablish technical win criteria and make sure Gallatin addresses them throughout the pursuit.\n\nIdentify technical risks early and work with internal teams on mitigation.\n\nClose the Loop with Product and Engineering\nServe as the critical feedback loop between customers and Gallatin's Product and Engineering teams.\n\nTurn customer requirements and operational workflows into clear, actionable technical and product inputs.\n\nDistinguish between existing capabilities, configuration, integration work, and potential product enhancements.\n\nPartner with Product and Engineering on what Gallatin can demonstrate and deliver, and keep external commitments technically accurate.\n\nBring recurring customer requirements and market patterns back into product planning.\n\nBuild Credibility with Customers\nBuild technical credibility and trusted relationships with government and enterprise technical stakeholders.\n\nCommunicate clearly with everyone from operators and logisticians to engineers, acquisition leaders, and senior executives.\n\nRepresent Gallatin at customer meetings, technical exchanges, exercises, conferences, and partner engagements.\n\nLearn customer missions well enough to connect technical capabilities to measurable operational outcomes.\n\nWhat We’re Looking For\n5+ years of relevant professional experience, including meaningful time in sales engineering, solutions engineering, solution architecture, technical consulting, or another customer-facing technical role.\n\nExperience at a software company, ideally supporting complex enterprise software, SaaS, data platforms, AI/ML, analytics, decision-support, or workflow technology.\n\nTrack record partnering directly with enterprise sellers or account executives through complex sales cycles.\n\nProven ability to independently run technical discovery and deliver sophisticated software demonstrations.\n\nStrong technical foundation: software architecture, data, APIs, integrations, cloud environments, security, and enterprise deployment patterns.\n\nWorking knowledge of modern AI, machine learning, data platforms, or decision-support technologies.\n\nAbility to translate between customer mission requirements, sales objectives, and technical and product capabilities.\n\nExcellent verbal and written communication skills.\n\nStrong mission orientation and interest in applying technology to consequential national security problems.\n\nComfortable operating in a fast-moving startup environment.\n\nU.S. citizenship and an active Secret clearance or higher.\n\nAbility to travel up to 25%.\n\nBonus Points\nDirect experience selling or deploying AI-enabled software.\n\nActive TS or TS/SCI clearance.\n\nExperience supporting software sales into DoD, the Intelligence Community, or other U.S. federal agencies.\n\nExperience with optimization, digital twins, supply chain, logistics, readiness, or operational-planning technologies.\n\nFamiliarity with DoD cloud and security environments, including IL4, IL5, IL6, classified environments, and government authorization processes.\n\nExperience integrating enterprise platforms with government or commercial data sources through APIs, data pipelines, or other integration patterns.\n\nFamiliarity with AWS, Azure, or other modern cloud architectures.\n\nExperience supporting technical evaluations, pilots, prototypes, exercises, or proofs of concept.\n\nPrior experience at a defense tech company, enterprise software company, or high-growth startup.\n\nMilitary, government, or direct national security mission experience.\n\nMission and Identity\nWe 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.\nOur 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.\nWhy Gallatin?\nThe 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.\nCompensation: 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.\nGallatin 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.\nThis 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.\nWe comply with the United States Department of Labor's Pay Transparency provision.\nNote: Due to the nature of certain government contracts held by this organization, U.S. citizenship is a requirement for all positions at Gallatin. 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