• Develop an understanding of what drives a customer’s business and what motivates their decision making. • Take control of evaluations, benchmarks and system configurations. • Build and deliver technical product and architecture presentations to customers and lock in the technical win with clients and prospective accounts. • Capture requirements and translate Customer’s business needs into innovative solutions to accelerate their growth and capacity. • Seek out and spur new opportunities for interoperability, functional, and performance testing/validation. • Promote mutual roadmap and planning exchanges. • Liaise with product and technical marketing to produce materials (i.e. whitepaper, web presentations) that support overall alliance plans and objectives. • Stay current with the competition and ensure that materials accurately reflect the latest, differentiated solution positioning. • Collaborate with Tech Partners to own the technical win for Appian opportunities across applications, data, and GenAI shaping solution architectures, quantifying value, and delivering tailored demos that advance deals. • Engage with client executives to define outcomes and solution approach for cloud-enabled digital transformation. • Lead technical content for proposals and RFPs solution design, estimates, and differentiators integrating Appian with the client's data and tech ecosystems.

• Design, build, and operationalize LLM-based applications, AI copilot experiences, and intelligent API orchestration layers. • Work across the full stack of modern AI application development. • Integrate foundation models into production systems and construct agentic AI workflows. • Create platform capabilities that enable the broader team to deliver AI solutions at scale. • Design and implement production-grade integrations with foundation models. • Build and optimize RAG pipelines, implementing advanced prompting techniques. • Design model evaluation frameworks and manage model selection, cost optimization, and latency tuning.

• Build a high-performing team that delivers exceptional results and drives regional revenue, creating an environment where people love the work and impact they're making • Be a role model who improves everything around you - from team processes to customer experiences to cross-functional collaboration • Own successful go-lives and revenue realization, ensuring your team delivers high-quality implementations that meet commitments and drive measurable value • Translate company objectives into clear priorities and measurable goals, ensuring your team understands how their work connects to Paddle's mission and success • Foster a culture where people feel safe to innovate, take ownership, and continuously raise the bar • Champion collaboration across teams and geographies, balancing regional needs with company-wide priorities to maximize impact

EMPLOYER IS A CONTRACTOR FOR THE U.S. GOVERNMENT. THIS POSITION REQUIRES U.S. CITIZENSHIP. Role Description: As a Solutions Architect at Defense Unicorns, you'll serve as the primary technical point of contact during customer engagements, working closely with business development, engineering, and product teams to ensure that our offerings are both compelling and relevant to our government and defense customers. This role combines deep technical knowledge with strong communication and problem-solving skills. You’ll be responsible for delivering live product demos, maintaining infrastructure for proof-of-concept environments, and supporting the long and complex sales cycles typical in the defense sector. Your mission is to ensure that prospective customers not only understand what our technology does, but believe in what it can do for them. This is a hands-on, customer-facing role ideal for someone who thrives in fast-paced, evolving environments and is passionate about making a tangible impact on national security through technology. Responsibilities: - Act as a trusted advisor for customers and their technical needs, challenges, and goals during pre-sales engagements - Participate in sales calls and business development meetings, often as the primary technical contact; travel as required to support on-site engagements - Discover real mission needs beyond surface-level requirements; ask probing questions to understand the core mission challenges and align our solutions accordingly - Architect solutions based on potential customer requirements and articulate those solutions - Maintain technical demo environments and lead live, hands-on demonstrations of our UDS Core platform and capabilities - Build and deliver technical proof-of-concepts, including live installations and technical walkthroughs to validate platform capabilities in real time - Support the long defense sales process by staying engaged by delivering small proof-of-concepts, follow-up demos, and ongoing pre-sales technical support The listed responsibilities are not exhaustive and additional responsibilities may be assigned based on the evolving needs of the organization. We are seeking a dynamic individual who is able to adapt and take on new responsibilities as they arise. Preferred Experience and Qualifications: - Strong understanding of Kubernetes, cloud infrastructure (AWS, Azure), and automation tools (Terraform, OpenTofu, etc.) - Ability to clearly explain complex systems to a variety of audiences, from deeply technical engineers to non-technical stakeholders - Comfortable doing live deployments, troubleshooting in real time, and adjusting depth on the fly depending on the room’s technical background - Able to read the room, admit mistakes, pivot as needed, and keep demos engaging and informative - Collaborative by nature to play well with cross-functional teams and prepare with your sales counterparts to tailor your approach for every engagement - Proactive and self-directed in building and maintaining infrastructure, finding answers, and pushing opportunities forward even when it gets hard - Passionate about the national security mission and motivated by the opportunity to make a real impact, solving real problems for people in mission-critical roles Full compensation packages are based on candidate experience. Compensation ranges are established using national benchmarking data and apply across all geographic locations within the United States. Remote - USA $148,750—$201,250 USD Who We Are Defense Unicorns delivers mission value by streamlining software delivery so our customers can focus on the most important challenges. We share a vision of freedom and security for the advancement of progress and innovation. Our commitment to this vision, and to our mission-driven customers, means a commitment to speed, user experience and optionality, without compromising security. Our team is composed of innovators, software engineers, and veterans with decades of experience delivering technology programs across the federal market. What We Do We create and deliver secure solutions for continuous software integration and delivery. Defense Unicorns consolidates the best practices for security pipelines, testing, and deployment automation in order to meet the high security requirements valued by mission owners. Our solutions are agnostic by design and we believe that growing a robust ecosystem of secure, cloud-native software solutions can help enterprise customers inside and outside the federal market buy and integrate software more easily. Who We Serve Defense Unicorns’ customers are mission-focused leaders across public and private enterprises. We proudly support defense and civil agencies across the U.S. government and we work closely with the creators of leading-edge software solutions to deliver value to the mission-owner by improving the security and consumability of commercial software products. What We Work On - Kubernetes - Cloud Environments (AWS/GCP and Azure) - Infrastructure-as-code (like Terraform/Pulumi) - Continuous Delivery and automation tooling - GitOps - Containers - CNCF projects and open source products and packages - Helm/Kustomize-Value Stream Mapping - Building and improving security delivery - Building Kubernetes and cloud native applications Benefits Our Unicorns Enjoy Health: - Medical/Dental/Vision - Premiums are 100% Company Paid - Health Reimbursement Account - Life Insurance - Disability Insurance Financial: - 401k Retirement Plan - Company Stock Options - Home Office Budget Leave: - We offer all full-time Unicorns Flexible Time Off (FTO) plus all Federal Holidays, one week for Thanksgiving, and two weeks for Christmas and New Year’s - Paid Parental Leave Learning: - Reimbursement for approved trainings/subscriptions - Conferences (travel, lodging, and fees) Don’t have all the preferred experience or qualifications? Studies show that underrepresented groups like women and people of color are less likely to apply to jobs if they don't meet every requirement listed. At Defense Unicorns, we're committed to diversity. If you're enthusiastic about the role but don't match every criteria, we encourage you to apply. You could be the perfect fit for this or another role! Defense Unicorns is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law. CCPA DISCLOSURE