Purpose & Overall Relevance for the Organization:The Pre-Sales AI Solutions Engineer for the Federal Sector plays a mission-critical role in helping U.S. federal agencies adopt, scale, and derive value from DataRobot's Predictive, Generative, and Agentic AI solutions. This role partners with Account Executives and Federal Strategic Account Directors to deliver compelling demonstrations, articulate the technical and mission impact of DataRobot solutions, and guide agencies through solution design, pilots, and proofs of value.Operating in a complex and regulated environment, the Pre-Sales AI Solutions Engineer ensures DataRobot solutions align with federal mission outcomes, compliance requirements, and security standards. This individual bridges the gap between business objectives, agency missions, and technical implementations-enabling federal customers to unlock the power of AI responsibly and securely.Key Responsibilities:- Business-to-Technical Translation: Partner with federal sales teams to understand agency missions, strategic priorities, and technical constraints; map those to DataRobot capabilities, with tailored messaging for different federal personas (CIO, CTO, Chief Data Officer, mission program leads, technical practitioners).
- Demo Execution & Federal Use Case Framing: Build and deliver engaging, outcome-oriented demos for both new prospects and existing customers; help shape and refine use cases based on maturity, need, and strategic alignment.
- Solution Design & Deployment Readiness: Define key technical requirements, recommend deployment models that meet FedRAMP, DoD IL, and agency-specific security mandates, and advise on data readiness to ensure quick time-to-value for new and expansion opportunities.
- Compliance & Security Alignment: Support conversations around AI governance, data security, model transparency, and responsible AI practices in alignment with federal regulations and standards.
- Cross-Functional Feedback Loop: Provide structured feedback on federal-specific needs, procurement hurdles, and technical blockers to Product, Marketing, and Enablement teams-ensuring DataRobot's offerings remain relevant in the federal market.
- Sales Collaboration: Act as a trusted advisor across the sales team by supporting Account Executives, Strategic Account Directors, and Business Development Reps with the technical knowledge and assets that advance federal AI adoption.
Knowledge, Skills and Abilities:- Strong ability to translate GenAI and ML platform capabilities into mission outcomes across federal civilian, defense, and intelligence agencies.
- Demonstrated success supporting federal sales pursuits (new logos and account expansion) with technical expertise and solution design.
- Excellent communication and demo skills; proven ability to present complex AI concepts in a clear, value-driven manner to both mission leaders and technical stakeholders.
- Understanding of federal compliance and security frameworks (e.g., FedRAMP, NIST 800-53, DoD IL, FISMA).
- Comfort working in a fast-paced environment with evolving product offerings and shifting federal priorities.
Requisite Education and Experience / Minimum Qualifications:- 6+ years of experience in sales engineering, solution engineering, or technical consulting within AI software/SaaS space, with at least 2+ years supporting U.S. federal government customers.
- Bachelor's degree in a technical, analytical, or business-related field (or equivalent experience); advanced degree in a technical or analytical-related field a plus
- Experience supporting AI/ML or advanced analytics sales into federal agencies is a strong plus.
- Active Secret / Top Secret clearance required
- Strong preference for candidates located in Washington, D.C. Metro Area.
- Ability to travel up to 25% in average to customer meetings, workshops, industry conferences, and events.
The talent and dedication of our employees are at the core of DataRobot's journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees' well-being at the core. Here's what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!
