Dropzone AI

Federal Regional Sales Manager

Field SalesConfirmed live in the last 24 hours

Full-timeRemote in USA

About the Job

Requirements

At least 5 years of enterprise sales experience in the Security Operations Center cybersecurity space.
Experience selling into the Department of Defense and federal Cyber Security Service Provider or Cybersecurity Service Provider landscape.
Experience working with the Defense Information Systems Agency, Department of War (Army/Navy), and Department of Homeland Security.
Strong understanding of federal acquisition and contracting processes.
Proven success meeting and exceeding annual quotas.
Strong understanding of cybersecurity challenges, Security Operations Center workflows, and security tooling such as Security Information and Event Management, Security Orchestration, Automation and Response, and Endpoint Detection and Response.
Ability to explain complex artificial intelligence and automation concepts in clear, outcome-driven terms.
Strategic thinking, disciplined territory planning, and pipeline management.
Ability to build strong customer relationships and serve as a trusted advisor.
Ability to thrive in an early-stage startup environment with ambiguity and rapid execution.
Data-driven approach.

Responsibilities

Own the entire sales cycle within the assigned region, from prospecting through deal closure.
Build and maintain a healthy pipeline of enterprise and mid-market opportunities.
Execute regional go-to-market strategies aligned with company revenue goals.
Lead discovery, present product demonstrations, and deliver tailored security and return-on-investment narratives.
Build trusted relationships with CISOs, Security Operations Center leaders, security analysts, and IT executives.
Navigate complex security environments and procurement cycles.
Partner with Sales Engineering to deliver technical presentations and proofs of concept.
Collaborate with Marketing on regional events, webinars, and targeted campaigns.
Provide customer insights and competitive intelligence to Product and Leadership teams.
Maintain accurate CRM hygiene and forecast updates in Salesforce or HubSpot.
Report on regional performance, deal progression, and pipeline health.

Desired Qualifications

A Top Secret/Sensitive Compartmented Information clearance is a plus.

About Dropzone AI

Dropzone’s mission is to scale cybersecurity beyond human limits, and augment every single human security engineer/analyst with an army of AI security specialists. Humans alone cannot sufficiently protect our digital future, and AI augmentation is the only way for defenders to reclaim the high ground. We are an award winning company disrupting the $200B+ cybersecurity market.

Powered by Gen AI advancements, our technology offloads repetitive day-to-day work and frees human analysts to focus on real threats and higher-value projects. We are venture-backed, and our team has a rare blend of deep experience across cybersecurity, AI/ML, and SaaS product development. Join us if you want to be on the ground floor of using Gen AI to transform cyber defense. Learn more at www.dropzone.ai.

The Federal Regional Sales Manager (RSM) is responsible for driving revenue growth across a defined U.S. federal territory and expanding Dropzone AI’s footprint within federal civilian and/or defense agencies. This role requires expert-level consultative selling, a deep understanding of cybersecurity needs, and the ability to articulate complex AI-driven value propositions to technical and executive stakeholders while also navigating complex federal procurement processes.

You will manage the end-to-end sales process, collaborate closely with cross-functional teams, and help shape Dropzone AI’s go-to-market strategy within the US federal territory.

While being located in the DC Metro area is not currently a requirement of this position, it is favorable given the needs of the role.

What you'll do

Territory & Pipeline Management

Own the entire sales cycle within the assigned region from prospecting through deal closure.
Build and maintain a healthy pipeline of enterprise and mid-market opportunities.
Execute regional go-to-market strategies aligned with company revenue goals.

Customer Engagement & Solution Selling

Lead discovery, present product demos, and deliver tailored security and ROI narratives.
Build trusted relationships with CISOs, SOC leaders, security analysts, and IT executives.
Navigate complex security environments and procurement cycles.

Cross-Functional Collaboration

Partner with Sales Engineering to deliver compelling technical presentations and POCs.
Collaborate with Marketing on regional events, webinars, and targeted campaigns.
Provide customer insights and competitive intelligence to Product and Leadership teams.

Forecasting & Reporting

Maintain accurate CRM (Salesforce/HubSpot) hygiene and forecast updates.
Report on regional performance, deal progression, and pipeline health.

Requirements

5+ years of enterprise sales experience in the SOC cybersecurity space.
Experience selling into DoD/Federal CSSP (Cyber Security Service Provider)/CSP (Cybersecurity Service Provider) landscape
Experience working with DISA, DoW (Army/Navy), DHS
Strong understanding of federal acquisition and contracting processes
TS/SCI Clearance a plus
Proven success meeting and exceeding annual quotas.
Strong understanding of cybersecurity challenges, SOC workflows, and security tooling (SIEM, SOAR, EDR).
Ability to explain complex AI and automation concepts in clear, outcome-driven terms.
Excellent negotiation, communication, and presentation skills.
Strategic thinker with disciplined territory planning and pipeline management.
Strong relationship builder and trusted advisor to customers.
Resilient, coachable, and team-oriented.
Early-stage startup mindset. You thrive on ambiguity and move with lightspeed execution
Being data-driven is part of your DNA.

The base pay range for this role is:

$170,000—$200,000 USD

The variable pay for this role is:

$170,000—$200,000 USD

The base pay range for this role is: 170000 - 200000 USD
The variable pay for this role is: 170000 - 200000 USD

About the Company

Dropzone AI

Company size: Not listed
Company stage: Not listed
Total funding: Not listed
Headquarters: Not listed
Founded: Not listed

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