What are the responsibilities and job description for the Solutions Architect position at TurbineOne?
The Company
TurbineOne is the frontline perception company. We deliver decision-advantage and more effective situational awareness to those serving at our nation's frontlines. Our customers value how we automate the right portions of the military intelligence cycle while keeping them in the loop. We're a small, fast-moving, high-performance DefenseTech startup backed by premier national-security investors. Our software, the Frontline Perception System (FPS), brings cutting-edge AI and machine learning directly to the tactical edge, empowering U.S. and allied operators working in real-world, low-connectivity environments.
Team: GTM / Sales Enablement
Location: Remote
Level: Depends on experience
Reports to: VP GTM
The Role
TurbineOne is hiring a Solutions Architect / Sales Engineer to serve as the technical bridge between customers, sales, and product teams. Most national security buyers don't understand software. But they want their technical systems to work on their sensors, in their networks, and against real mission problems. Without strong technical validation, sales engagements can overscope or underscope requirements, Engineering can get pulled into unproductive demonstrations, and pilots fail because of incorrect assumptions about customer environments. This role ensures that doesn't happen.
You will validate technical fit early, design deployable FPS architectures, and run demos and pilots that convert into real contracts. By partnering with Business Development while protecting Engineering focus, you help TurbineOne scope deployments correctly, build customer trust faster, and turn technical curiosity into real adoption.
This is a pre-sales technical leadership role, not a product development role. The long-term measure of success for this function is if the company's strategic engagements are priced well to balance risk and financial margins.
What You'll Do
Customer Technical Engagement
- Lead technical discovery sessions with operators, PMs, and acquisition teams.
- Design FPS solution architectures aligned to customer sensors, platforms, and workflows. Serve as a trusted technical advisor during pilots, evaluations, and proposal cycles. Deliver technical briefings to both engineering teams and senior leadership.
- Build and maintain demo environments reflecting real mission use cases.
- Operate Edgeworks demo stacks for customer visits and field trials.
- Ensure demos are reliable, repeatable, and aligned with current product capability.Support pilot deployments and technical validation.
- Partner with Sales Principals to design technically credible solutions.
- Scope deployments to ensure mission success and realistic pricing.
- Contribute technical content to RFIs/RFPs when needed.
- Help Sales explain FPS architecture, integration paths, and operational impact.
- Translate customer problems into structured product feedback.
- Convert field insights into actionable user stories for the Engineering team.
- Identify gaps in product usability, deployment workflows, or documentation.
- Help prioritize features based on real operational needs.
- This role focuses on real customer use cases and the current product.
- Not a software engineering role.
- Not responsible for long-term engineering strategy.
- Not a "defense capture" or policy role.
- Business Development: Sales opens doors. Solutions Architect proves the tool works and then scopes the customer integration.
- Engineering: Engineering builds the product. Solutions Architect ensures it fits within the customer's existing operations and systems.
- Mission Team: This is the non-technical customer success team. Solutions Architect ensures engagements are scoped correctly so that the Mission team can be set up for success.
Required
- 5–10 years in Sales Engineering, Solutions Architecture, technical pre-sales, or similar role.
- Experience with complex software systems, edge computing, military intelligence workflows, or sensor integration.
- Strong ability to explain technical systems clearly to operators and acquisition teams.
- Experience running demos, pilots, or technical evaluations.
- Comfortable working with DoD, IC, or allied defense customers.
- Willingness to travel to customer sites and field environments.
- Experience with AI, military targeting / Intel / Fires, or sensor-driven workflows.
- Background in defense operations, systems engineering, or mission integration.
- Experience building demo stacks or prototype environments.
- Active or prior security clearance.
- You like translating hard technical problems into real-world solutions.
- You're comfortable in front of generals and engineers alike.
- You enjoy building demos, solving integration puzzles, and helping customers succeed.
- You want to deliver AI tools that actually work for warfighters at the edge.