Sales Engineer in Norfolk, Virginia at Lastwall

Lastwall builds cybersecurity technology that helps protect the institutions, infrastructure, and systems that underpin Western democracy. Our work sits at the intersection of identity, resilience, and national security.

We are a growing team of passionate builders, operators, and cybersecurity experts across the United States and Canada. We cheer for one another, challenge each other to improve, and stay accountable to shared business and team goals.

Lastwall offers competitive compensation, including base salary, performance incentives, and equity participation. Final compensation reflects experience, location, and fit with the role.

This is an opportunity to join after the product, customers, and proof points are real, but before the next stage of scale is fully built. For the right candidate, it is a chance to do meaningful work with a strong team and help build a category-defining cybersecurity company.

Reports to: Chief Operating Officer
Preferred locations: Washington, D.C. / National Capital Region, Tampa, San Antonio, Colorado Springs, Norfolk, or other major U.S. DoW / federal markets
Work model: Hybrid / field-based, with up to 30% travel within U.S.
Travel: Up to 30% for customer meetings, product demonstrations, field deployments, partner engagements, and industry events
Experience: Prior U.S. military, intelligence, or defense industry experience required
Clearance: Active TS/SCI required

Lastwall is entering a defining growth phase.

We are a trusted Identity Provider working with the U.S. Department of War. With FedRAMP® Moderate Authorization and CMMC Level 2 certification, and through deployments of its flagship IDCommand product offering, Lastwall is positioned to expand at a moment when identity, resilience, and cyber readiness truly matter.

We are hiring a Sales Engineer to help convert Lastwall’s U.S. defense, federal, critical infrastructure, and Defense Industrial Base proof points into successful deployments and repeatable revenue.

This is a technical sales and field enablement role for someone who understands US Government and Department of War identity environments and can operate credibly with engineering teams, mission stakeholders, and customer decision-makers. The ideal candidate will comfortably conduct product demonstrations, host whiteboard integration sessions, support trial deployments and proof-of-value projects, assist with hands-on-keyboard customer configuration and integration, and help customers understand how Lastwall addresses real ICAM, Zero Trust, and tactical edge identity challenges.

This role will also be a critical field-to-product signal owner. You will translate customer requirements, deployment lessons, technical objections, competitive gaps, and mission-driven use cases into clear product feedback for Lastwall’s Head of Product within Marketing, who owns the product roadmap, and for Engineering, who owns how we build and deliver.

Own a senior sales engineering mandate:

• Discovery: Qualify opportunities and translate mission needs, ICAM requirements, Zero Trust objectives, DDIL constraints, and existing identity architectures into clear Lastwall use cases and technical success criteria.
• Demonstration: Lead product demos, technical briefings, whiteboard sessions, and proof-of-value planning for defense, federal, critical infrastructure, and DIB stakeholders.
• Deployment & Enablement: Support IDCommand trials, proof-of-value projects, and enterprise deployments with customer teams, on-the-ground personnel, and technology partners. Lead environment preparation, configuration, integration, troubleshooting, test execution, acceptance criteria, and handoff to Engineering or Customer Success. Build repeatable deployment materials, configuration guides, technical FAQs, integration notes, and field playbooks while working with Product and Engineering to reduce deployment friction and improve implementation workflows.
• Product Feedback Loop: Capture and synthesize field feedback from demos, trials, proof-of-value projects, deployments, partner engagements, and customer technical reviews. Work closely with Lastwall’s Head of Product within the broader Marketing group to inform roadmap priorities, market requirements, use-case definition, packaging considerations, and competitive positioning. Partner with Engineering to clarify technical requirements, validate feasibility, identify implementation tradeoffs, and ensure customer feedback is translated into buildable, prioritized work.
• Sales & Capture Support: Support sales teams and partners with proposals, partner pursuits, statements of work, pricing inputs, technical volumes, demos, and customer-specific solution narratives that help move opportunities from interest to award.

Support the buildout of a repeatable technical sales motion across U.S. Department of War accounts first, with secondary support for federal civilian, critical infrastructure, and DIB opportunities. Use military experience, ICAM knowledge, and classified-program awareness to engage with operators, program offices, cybersecurity teams, identity owners, primes, resellers, and systems integrators.

Translate Lastwall’s product differentiation into mission-relevant language around identity security, ICAM, federation, strong authentication, Zero Trust, tactical edge operations, disconnected or degraded environments, and secure access for mission partners and shared endpoints.

Work across Sales, Product, Engineering, Customer Success, and Operations to align customer requirements, technical sales priorities, product feedback, deployment lessons, and partner execution. Create leverage through repeatable demo environments, deployment playbooks, configuration documentation, partner integration patterns, qualification frameworks, reusable technical content, and structured feedback loops into Product and Engineering.

• 7+ years of relevant defense, federal, cybersecurity, identity, or technical sales experience, including prior U.S. military service or direct operational experience supporting DoW missions.
• Active TS/SCI clearance required, with the ability to support classified customer discussions, technical discovery, and mission-focused sales engagement where appropriate.
• Deep familiarity with DoW ICAM environments, including identity, authentication, federation, PKI/CAC, Zero Trust, access control, tactical edge, DDIL, or mission partner access use cases.
• Proven ability to bridge sales, engineering, product, and field deployment, including customer discovery, solution design, demos, pilots, configuration, integration support, troubleshooting, technical proposal support, and executive-level communication.
• Experience translating customer needs and field lessons into actionable product feedback, roadmap inputs, technical requirements, and implementation priorities.
• Experience working with classified programs, cleared partners, or FCL operating environments, including coordinating with primes, system integrators, resellers, and government stakeholders in secure or restricted settings.
• Comfort in a small but growing company where strategy and execution both matter, resources must be focused on the highest-leverage work, and the playbook is being built while deals are being won.
• Ability to work directly with customer and partner technical teams during trials, proof-of-value projects, and deployments, including configuration, integration support, troubleshooting, documentation updates, and feedback loops with Product and Engineering.
• International experience, especially in Canada, is considered a very real asset.