Senior Pre-Sales Solution Architect - Federal

At Dragos, the mission is personal. The systems we protect deliver the water you drink, power your home, and keep the hospitals your community depends on running. Those critical infrastructure systems that power our civilization around the world are under attack every day by adversaries. When those systems fail, people are immediately at risk. We are the global leader in xOT cybersecurity, combining technology, threat intelligence, and expert services. The people here chose this work because they understand what is at stake. Here, you will find a remote-first mission-driven team across North America, Europe, the Middle East, and APAC built on authenticity, transparency, and trust. If safeguarding the systems that protect your family, friends, and community is the kind of work that matters to you, you are in the right place.
About The Role
Our Public Sector team is seeking a Solution Architect to serve as a critical bridge between Dragos and our federal customers, helping protect the nation’s critical infrastructure. Partnering closely with our sales account managers, you’ll engage with public sector stakeholders to understand their mission requirements, design tailored cybersecurity solutions, and guide them from proof-of-concept through successful deployment. Acting as both a technical consultant and trusted advisor, you’ll ensure our solutions deliver maximum value and align with best practices. Your work will directly strengthen the cybersecurity resilience of federal agencies, advancing national security in the process.
Responsibilities
Understand Customer Needs: Engage in pre- and post-sales processes to grasp customer requirements, technical goals, and their operating environment.
Consult and Recommend: Provide consultative recommendations to our clients, ensuring they are fully aware of our offerings and best practices.
Customized Demonstrations: Conduct tailored product demonstrations to showcase how our solutions meet customers' specific needs.
Support at Events: Assist at trade shows and conferences to support our sales efforts.
Solution Design: Collaborate with sales to select and design the right solutions that align with customer objectives.
Deployment and Support: Execute proof-of-concept deployments, manage them, and troubleshoot any issues.
Handle Queries: Respond to inbound queries related to our products and services, including requests for information, proposals, and statements of work.
Qualifications
US citizenship and active TS (Top Secret) security clearance are required.
Demonstrated experience working with federal government agencies, with a strong understanding of federal procurement processes, regulations, and policies to effectively drive sales and build relationships.
At least 3 years of experience in a pre-sales or consultative role.
At least 5 years of experience in cybersecurity.
Familiarity with the ICS/OT discipline (e.g., protocols, DCS, SCADA, etc.).
Networking experience: TCP/IP, OSI model, & Purdue model.
Experience with Linux CLI, Wireshark/Tshark.
Experience with Elastic, Logstash, and Kibana.
Experience with Amazon AWS and virtualization solutions such as VMWare and Hyper-V.
Basic scripting skills in languages such as Python, Lua, etc.
Strong skills in presentation, relationship building, and negotiation.
Willingness to travel regularly, up to 50%.
Compensation
OTE: $220,000
Competitive Equity Package
Comprehensive Benefits Plan
Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.

Work arrangement
Yes