Sales Engineering Lead

Overview

LMI is a new breed of digital solutions provider dedicated to accelerating government impact with innovation and speed. Investing in technology and prototypes ahead of need, LMI brings commercial-grade platforms and mission-ready AI to federal agencies at commercial speed.

Leveraging our mission-ready technology and solutions, proven expertise in federal deployment, and strategic relationships, we enhance outcomes for the government, efficiently and effectively. With a focus on agility and collaboration, LMI serves the defense, space, healthcare, and civilian sectors, helping agencies navigate complexity and outpace change. Headquartered in Tysons, Virginia, LMI is committed to delivering impactful results that strengthen missions and drive lasting value.

LMI is seeking a Sales Engineering Lead to lead LIGER sales engineering for the national security market, with a focus on cleared environments across the Intelligence Community and Department of War. This lead will guide a small team of highly skilled engineers to rapidly tailor our existing platform to demonstrate how LMI can solve customers’ mission challenges.

The successful candidate will bring firsthand experience working with these communities, understand how technical solutions are evaluated, acquired, and deployed in classified environments, and partner with LMI’s market and business development teams to expand LIGER’s presence across new customers and mission areas. The role requires onsite work in customer secure facilities as needed for discovery, demonstrations, and technical collaboration in the National Capital Region with up to 25% travel CONUS.

The Sales Engineering team works closely with our existing LIGER platform team to understand how it could be leveraged to solve a wide range of challenges. Successful Sales Engineering Leads work closely with customers to deeply understand their problems and rapidly develop proof of concept demonstrations of how our tools can be used. Successful Sales Engineering Leads can effectively qualify potential leads, quickly earn customer trust, rapidly prioritize customer demands, translate these to a technical team, understand the advantages and limitations of our platforms, lead the development of rapid prototypes, and effectively communicate the value of our solutions to customers.

Responsibilities

Responsibilities

• Work closely with customers to deeply understand their problems and either tailor existing solutions or build something new to demonstrate how we could solve their challenges.
• Guide a small team of highly skilled engineers to tailor LIGER to customer-specific mission needs, incorporating other LMI platforms where appropriate. Prioritize reuse of existing capabilities and proven workflows, and scope new development when justified by the mission need and opportunity.
• Qualify and prioritize opportunities with market and business development teams by assessing mission fit, customer sponsorship, stakeholder access, funding, acquisition pathway, deployment feasibility, and expected return on sales engineering investment before committing substantial engineering effort.
• Maintain a deep understanding of the capabilities and limitations of our platforms, and leverage this knowledge to guide solution development.
• Communicate the value and benefits of our solutions to customers in a clear, compelling manner.
• Foster strong relationships with key stakeholders to earn trust and ensure long-term collaboration.
• Provide strategic input on product development and enhancements based on customer feedback and emerging market trends.
• Collaborate across various teams within LMI to ensure seamless integration and delivery of solutions.
• Build trusted relationships with mission owners, operational users, technical leaders, security stakeholders, and acquisition officials across the Intelligence Community and Department of War to identify new opportunities and expand successful deployments.
• Lead discovery with customer mission experts and engineers to translate operational workflows into focused demonstrations and pilots with measurable success criteria and a credible path to production adoption.
• Identify classified-environment constraints early, including approved models, data access, integrations, hosting, security authorization, and access requirements. Coordinate with platform, cybersecurity, and delivery teams to validate feasibility before making customer commitments.
• Develop realistic scope, rough-order-of-magnitude cost estimates, and deployment assumptions during opportunity scoping, in partnership with market and delivery teams.
• Document customer objectives, solution commitments, technical constraints, success criteria, and next steps, and lead a structured handoff to forward-deployed engineering and delivery teams.
• Turn successful engagements into reusable demonstrations, workflows, and deployment patterns that support expansion across national security customers.

Qualifications

Minimum Qualifications

• Active Top Secret clearance with SCI eligibility and the ability to obtain and maintain customer-required access.
• 5+ years of experience in sales engineering, solutions engineering, product management, tech leadership, or a related technical role.
• Demonstrated experience working directly with Intelligence Community and/or Department of War customers in classified environments, with a strong understanding of mission workflows, stakeholder roles, and the practical requirements for introducing new technology.
• Demonstrated experience shaping or delivering technical solutions for classified environments, including familiarity with secure cloud, on-premises, or disconnected deployment models and the security authorization process.
• Proven experience navigating national security acquisition pathways and partnering with business development, capture, and contracting teams to advance technical opportunities from discovery through funded pilot or production deployment.
• Demonstrated ability to lead a small technical team, translate customer needs into prioritized work, and deliver credible demonstrations or prototypes under tight timelines.
• Ability to work in a fast-paced environment, prioritize tasks, and manage shifting priorities effectively.
• Excellent communication and interpersonal skills, with the capability to create and foster a cooperative work environment.
• Ability to work onsite in customer secure facilities as required for discovery, demonstrations, and technical collaboration, with availability for CONUS travel based on customer and mission requirements.

Desired Skills

• Demonstrated success helping expand adoption of a technical platform within an IC or DoW organization, or introducing a proven capability to additional national security customers.
• Experience applying Generative AI to intelligence analysis, mission planning, knowledge management, acquisition, or other national security workflows.
• Practical experience demonstrating or delivering Generative AI solutions, including retrieval-augmented generation, agentic workflows, integration with existing tools, and evaluation of output quality and mission value.
• Strong problem-solving and analytical skills, with the ability to translate complex technical concepts into customer-centric solutions.
• Expertise in developing strategic relationships with key stakeholders and fostering long-term customer partnerships.
• Solid understanding of product marketing and sales engineering principles, including the ability to effectively qualify, prioritize, and manage leads.
• Demonstrated experience with Agile methodologies and project management techniques, ensuring timely and efficient delivery of solutions.
• Exceptional presentation and demonstration skills, capable of clearly communicating the value and benefits of solutions to diverse audiences.
• Strong business acumen with knowledge of market trends, competitive landscape, and emerging technologies.
• Ability to provide strategic input on product enhancements and development based on market trends and customer feedback.
• Established professional relationships within relevant IC or DoW mission, technology, and acquisition communities.
• Experience transitioning prototypes or pilots into sustained operational use, including user adoption, delivery planning, and follow-on expansion.

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