Senior Pre-Sales Solution Engineer - Federal

About this Job As part of the DTEX Systems Architecture and Solutions Engineering organization, the Senior Solutions Engineer (SE) is a technically sophisticated role combining deep security expertise with strategic sales engineering capabilities. The SE will lead technical discussions with prospective customers, deliver compelling product demonstrations, conduct threat analysis and forensics, and manage technical evaluations (POVs) to successful conclusions. This role requires hands-on technical expertise in endpoint security, cloud platforms, and threat simulation, coupled with the ability to translate complex technical concepts for various stakeholders. The Senior Solutions Engineer provides comprehensive pre-sales and post-sales support to DTEX Systems customers, partners, and sales team members while contributing to the broader SE team's technical collateral and knowledge base.

For this Federal role, the SE must bring proven experience supporting DoD, Federal Civilian, and Intelligence Community missions. Active security clearance in good standing preferred.

Success in This Role In this position, you'll thrive as an independent thinker and self-starter who understands that driving sales and revenue requires proactive leadership and strategic thinking. You'll be expected to assess your territory's unique needs and develop effective plans to achieve revenue goals through your own initiative. Success in this role means identifying opportunities and acting independently, without waiting for direction. You'll need to be comfortable recognizing needs and executing solutions proactively, whether that means conducting independent outreach, participating in marketing events, leveraging your professional network, or contributing to the SE team's collective knowledge base. Your contributions will include developing and updating pre-sales materials, creating SE enablement videos, maintaining technical collateral and white papers, and ensuring our SE toolbox remains current and effective. The most successful candidates in this role consistently demonstrate the ability to balance independent action with team collaboration, always keeping revenue goals and customer success at the forefront.

Core Sales Engineering Responsibilities: Drive and own the complete POV lifecycle from scoping through execution and closure, ensuring successful delivery of customer-specific use cases and measurable outcomes

Prepare comprehensive post-POV analysis and reports that highlight DTEX's unique value for multiple stakeholders, demonstrating clear ROI and security posture improvements

Effectively communicate complex technical concepts across all organizational levels and personas (IT, Security, HR, Legal, etc.)

Work with sales team to develop comprehensive sales and customer support plans

Act as trusted advisor during presales solution design and implementation

Coordinate with cross-functional groups (Sales, Customer Success, Engineering, Marketing, Product Management, etc.) for customer opportunities

Travel within designated region

Create and maintain SE team resources: Enablement videos

Demo scenarios

Technical collateral: E.g., Documentation / Whitepapers, etc.

Contribute proactively to strengthening the team's collective capability

Technical & Analytical Responsibilities: Conduct regular customer assessments to evaluate policy effectiveness to assure value is being realized

Research and analyze emerging threat trends and patterns

Test and simulate insider risk use case scenarios to strengthen DTEX solution capabilities

Evaluate new version enhancements by researching the latest trends

Proactively identify and communicate platform improvement opportunities to cross-functional teams

Recommend process and product improvements, report bugs, raise features requests, etc.

Monitor and interpret emerging AI‑related risks and their impact on insider threat, data protection, and user behavior

Evaluate how customer adoption of AI tools (agentic workflows, copilots, automation platforms) influences security posture and POV success criteria

Provide feedback to Product and Engineering on opportunities to enhance AI‑related detections, governance guidance, and customer best practices

Technical Skills & Experience Comprehensive understanding of Insider Risk Management (IRM): Deep knowledge of insider risk scenarios and mitigation strategies

Experience with IRM platforms and competitive solutions

Understanding of IRM buyer personas and their unique challenges

Familiarity with IRM market trends and competitive landscape

Deep technical knowledge with 5+ years’ experience with: Cloud platforms (Azure / AWS / GCP)

Endpoint / Network / System Security

DLP, UAM and UBA

SIEM platforms and integration

Metadata systems

CASB

Foundational AI Security & Governance Awareness: Understanding of the emerging threat landscape related to agentic AI and AI‑assisted user behavior

Awareness of how AI tools impact enterprise environments, including data protection, governance requirements and access-control considerations

Familiarity with responsible AI usage concepts and enterprise AI governance frameworks

Ability to discuss AI‑related risks, controls, and use cases with both technical and non‑technical stakeholders

Experience using AI tools (coding assistants, copilots, automation agents) to improve efficiency is a strong plus

Deep understanding of MITRE ATT&CK framework, Lockheed Martin Kill Chain, and variants

Ability to maintain an active lab environment including, but not limited to the following: Virtual Environments (KVM, ESXi, etc.)

Windows Endpoints and Servers

Linux Endpoints and Servers

Threat simulation and scenario capabilities

Light Python scripting

Demonstrates commitment to continuous self-education Minimum 3 recent courses/certifications within the past 12 months

Professional Competencies: Enterprise technical pre-sales experience

Self-starter with proven ability to drive revenue goals independently

Demonstrate success in: Converting POVs to closed deals and long-term customer success

Building compelling POV success criteria aligned with business objectives

Creating POV strategies that accelerate sales cycles

Excellence in: Written and verbal communication

Problem-solving complex technical challenges

Delivering professional RFI/RFP responses

Proven track record: Working with C-suite executives

Serving as trusted advisor to Enterprise accounts

Building long-term customer relationships

Federal Experience & Clearance Requirements: Have or have had (TS//SCI) security clearance

Demonstrated success selling into and supporting U.S. Federal agencies, including: Department of Defense (DoD)

Federal Civilian Agencies

Intelligence Community (IC)

Proven ability to navigate Federal pre-sales processes and compliance requirements

Experience supporting mission‑critical environments with strict security, governance, and operational constraints

Strong understanding of Federal frameworks, e.g., FedRAMP, STIG hardening, etc.

Why Join Us? Impact at Scale – Build and lead DTEX’s first sales enablement function, shaping how we scale commercial excellence across the world.

Thriving Company Culture – At DTEX, we foster a values-driven environment that prioritizes respect, inclusion, and collaboration.

Growth & Development – We believe in lifelong learning and provide opportunities for continuous professional development.

Flexibility – Work in a hybrid or remote environment that balances collaboration with autonomy.

Comprehensive Benefits – Competitive compensation, equity participation, health and wellness benefits, and generous time-off policies.

About DTEX DTEX is the leader in risk-adaptive security, unifying human, data, and AI risk through a behavioral intelligence platform. Built for enterprise scale, DTEX detects threats early and prevents breaches before they impact the business.

By analyzing how people, data, and AI systems interact, DTEX surfaces early indicators of risk that other tools miss and provides the context needed to act with precision. The platform brings together insider risk management, risk-adaptive data protection, user and entity behavior analytics, user activity monitoring, and AI risk management into a single, cohesive solution.

Organizations and governments worldwide rely on DTEX to protect sensitive data, enable secure innovation, and safeguard trust. With privacy-by-design telemetry and adaptive controls, security teams can reduce risk without disrupting productivity.

Joining DTEX means working on some of the most complex and high-impact security challenges facing enterprises today.

DTEX is proud to provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, gender, religion, sex, national origin, age, disability, or genetics.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Exact compensation may vary based on skills, experience, and location. Base salary range (SF Bay Area): $140k-$180k