Director of Pre-Sales

Piper Companies is seeking a seasoned Director of Pre-Sales to lead, develop, and scale a high-performing Sales Engineering organization in McLean, VA. This role requires a strategic and hands-on leader with deep technical expertise, strong presentation capabilities, and a proven ability to build structured pre-sales processes, deliver impactful demonstrations, and support enterprise and federal customers.

Responsibilities

• Lead & Develop Team: Recruit, mentor, and manage Pre-Sales Engineers and Solution Architects while driving professional, technical, and presentation skill development
• Allocate Pre-Sales Resources: Assign team members strategically to opportunities based on expertise, priority, and business urgency
• Drive Customer Engagement: Lead discovery discussions to understand customer technical requirements and business challenges
• Deliver Technical Solutions: Develop and present live demos, tailored solution proposals, and Proof of Concept (POC) engagements aligned to customer needs
• Own RFP/RFI Processes: Lead technical responses for RFPs/RFIs, including authoring, reviewing, and customizing submissions
• Build Pre-Sales Infrastructure: Create and maintain standardized assets such as product documentation, FAQs, demo scenarios, and POC templates
• Drive Strategy & Collaboration: Partner with Sales, Product, R&D, and Marketing to refine go-to-market strategy, share feedback, and ensure seamless project handoff post-sale

Qualifications

• Bachelor’s degree in Engineering or a related technical field
• 5+ years of leadership experience in Pre-Sales, Sales Engineering, or Solution Architecture (required)
• Strong hands-on technical expertise in a customer-facing technical role (required)
• Proven experience delivering live demos and executive-level presentations to commercial and federal clients
• Experience leading RFP/RFI technical responses and building sales collateral
• Strong business acumen with the ability to translate technical solutions into business value
• Excellent communication, technical writing, and stakeholder management skills

Additional Skills & Experience

• Experience scaling pre-sales teams, tools, and operational processes
• Strong understanding of enterprise technology ecosystems and competitive positioning
• Experience implementing feedback loops and continuous improvement initiatives
• Exceptional cross-functional collaboration skills across Sales, Product, and Engineering
• Strong time management, multitasking, and ability to perform in high-pressure environments
• Fluency in English required; additional languages are a plus

Compensation

• Competitive salary based on experience
• Comprehensive benefits package (details provided by client)

Keywords

Pre-Sales Leadership, Sales Engineering, Solution Architect, Live Demos, Proof of Concept, RFP/RFI, Federal Clients, McLean VA, On-Site Role, Pre-Sales Strategy, Team Leadership, Sales Enablement, Technical Presentations, Customer Discovery, Go-to-Market Strategy, Enterprise Technology, Cross-Functional Collaboration, Continuous Improvement, Technical Writing, Demo Development, Solution Design

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