RegScale frees organizations from (digital) paper via its continuous compliance automation software. Our API-centric software platform integrates with your existing security and compliance platforms to dynamically manage security control state, shifting compliance left to deliver audit-ready documentation on demand while simultaneously visualizing compliance and operational risk. Heavily Regulated Organizations such as the U.S. Navy, Department of Energy and Fortune 500 Financial Institutions use RegScale to start compliant and stay compliant with the ongoing regulatory obligations such as NIST, SOX, PCI, ISO, and many many more.

Solutions Engineer – Federal

Tysons Corner, VA · Full-time · Senior

About The Position

Are you ready to take your career to the next level with a critical position in an innovative startup that is disrupting the compliance industry?  We are actively seeking a Sales Engineer to serve as the technical expert during the sales process, driving Customer Outcomes leading to client’s product adoption. If you have a passion for solving customer problems, love to articulate the unique value proposition of solutions and deliver solutions that customers can count on as part of a fast-paced startup then we would love to meet you. This position will play a key role in delivering world-class and customized product demonstrations, driving product development based on market feedback, onboarding and ingesting existing compliance artifacts, and building scalable integrations to serve our customers and the RegScale community. We recognize that this role is critical to our company’s success, and we have offered a generous compensation package that includes a competitive base salary with significant stock options to help us recruit the most exceptional talent.

Position must be a US Citizen and is subject to a background check and unannounced drug testing requirements. We know how valuable your creativity and technical skills are to our company’s success, and we offer an exceptional salary and benefits package commensurate with the responsibilities of the position. If you’re ready to work hand in hand with our Sales and Customer Success Teams to deliver meaningful outcomes for our customers, then this is the place for you! 


  • Provide pre-sales support to Sales team, partners and prospective customers in the federal. 
  • Work with Sales to identify and qualify opportunities, identify key customer technical requirements/objections and develop prescriptive strategies to address customer/prospect needs. 
  • Create and manage tailored proof of concepts engagements to convert sales 
  • Engage with customers after sale to ensure that customer adopts solution
  • Explore expansion opportunities with customer after initial adoption
  • Create and deliver powerful custom product demonstrations validating how our product solves specific prospect problems and demonstrating uniqueness of value proposition. 
  • Provide scripts for loading customer data and completing integration POCs with commercial tools  
  • Capable of becoming a technical subject matter expert in compliance automation space and technology. 
  • Develop and deliver technical responses to customer and prospect inquiries, including RFPs, RFIs, InfoSec questionnaires and initial solution discussions in support of proposal/sales teams 
  • Enable Sales team with technical training programs for customers and example code 
  • Load and maintain demonstration environments for customer POCs 
  • Create and update product demonstration scripts. 
  • Assist product development in testing new products and providing real-world customer feedback 
  • Successfully match customer pain and functional requirements to RegScale functionality  
  • Effectively document and communicate client needs to the Product team for future product enhancements. 
  • Monitor industry news on technology products, partners, and competitors to ensure you and your team provide a deep ecosystem expertise 
  • Collect and document competitive intelligence. 
  • Write technical blog content about RegScale capabilities 


  • Blend of excellent customer service skills/experience combined with working knowledge of cyber security compliance requirements including, but not limited to NIST SP 800.53, SP800.171, CSF, RMF, CMMC, ISO 27001 
  • Experience with scripting languages such as Python or Bash and at least one additional programming language (C#, Java, Objective-C, Swift, Javascript, etc.) 
  • Hands-on experience with data manipulation of both structured and unstructured data including data exchange, transformation, and loading via APIs and scripts 
  • Familiarity with accessing and manipulating data in commercial software via documented APIs 
  • 2+ years relevant experience in B2B Enterprise Software in a Solution Engineering position, or related role with proven skills. 
  • Comfortable in the dynamic atmosphere of a highly technical organization with a rapidly expanding customer base. 
  • Ability to creatively explain and present complex concepts in an easy-to-understand manner to both business and technical minded individuals. 
  • Analytical and able to eliminate sales obstacles through creative and adaptive approaches. 
  • Excellent written and verbal communications skills
  • Proven ability to develop strategies, translate them into initiatives and track successful delivery
  • Able to be flexible and agile in responding to evolving business priorities and dealing with ambiguity
  • Able to collaborate across the organization and with external stakeholders
  • Holds strong operational skills that will drive organizational efficiencies and customer satisfaction
  • Willing and able to address escalated customer issues with speed and urgency
  • Willingness to travel up to 50% 
  • Resided within a reasonable distance of Tyson, VA
  • BA/BS degree or equivalent. 
  • Must be a self-starter who works well with technical staff on diverse and blended teams 

Education/Training, Qualifications, and Certification:

  • Bachelor’s Degree or equivalent and 10+ years’ experience in SaaS / Enterprise Sales Engineering
  • Demonstrated operational excellence in analytical thinking, process development and improvement, problem solving, communication, delegation and planning
  • Excellent verbal communication skills 
  • Must be a US Citizen, able to pass a background check, and may be subject to random workplace drug testing
  • Must provide proof of COVID-19 vaccination
  • Strong attention to detail with the ability to prioritize and multi-task

We Would Love To Hear From You If: 

  • You’ve demonstrated success working on a high functioning team  
  • You’ve demonstrated progressive service management experience working in a enterprise software company. 
  • Have previous Enterprise Software industry experience (ability to solve customer problems, communicate it correctly with them, turn it into solutions, etc.) 
  • Have the ability to troubleshoot and communicate to clients and teams. 
  • You are passionate about solving customer problems and at driving long-term customer value 
  • Are data-driven with commitment to drive business outcomes and value realization across the portfolio 
  • You have excellent verbal and written communication skills, including the ability to chair sessions and host webinars 

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