Principal Sales Engineer
Dropzone AI· startup· Cybersecurity· Jul 24, 2026 · 3mo agoPosted 95 days ago
United States
Remote
Full-time
Principal
$124K–$178K est.
3+ years exp
Before you apply
Ghost Signal:
Open since July 24, 2026 — 95 days, and still accepting applications.
Job description
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 . About the role
The Principal Sales Engineer partners closely with Sales to drive technical discovery, deliver compelling product demonstrations, and design solutions that meet customer needs. This role bridges business and technology, translating complex technical concepts into clear value for prospects and customers throughout the sales cycle.
What you'll do
Partner with Account Executives to support the full sales cycle, from discovery through close
Lead technical discovery to understand customer requirements, use cases, and success criteria
Deliver product demonstrations, technical presentations, and proof-of-concepts
Design solution architectures aligned to customer environments and constraints
Respond to technical questions in RFPs, RFIs, and security questionnaires
Act as the technical subject-matter expert during sales engagements
Collaborate with Product, Engineering, and Customer Success to relay customer feedback
Support pilot programs and evaluations
Maintain technical documentation, demo environments, and competitive insights
Help enable Sales through training, best practices, and technical collateral
Requirements
3+ years of experience as a Sales Engineer, Solutions Engineer, or similar pre-sales role
Strong technical foundation (software, cloud, APIs, data, security, or enterprise systems)
Ability to explain technical concepts to both technical and non-technical audiences
Experience supporting complex, multi-stakeholder sales cycles
Excellent presentation and communication skills
Comfortable working in a fast-paced, customer-facing environment
Early-stage startup mindset. You thrive on ambiguity and move with lightspeed execution
Being data-driven is part of your DNA.
Preferred Requirements
Experience with SaaS, cloud platforms, or enterprise software
Familiarity with modern architectures (REST APIs, microservices, cloud infrastructure)
Experience responding to RFPs and security assessments
Domain experience (e.g., cybersecurity, AI/ML, data platforms, DevOps, govtech)
Prior experience working with federal, regulated, or enterprise customers
Work Environment/Travel
We are a 100% remote company where you will work from your home with company-provided equipment to set you up for success. Semi-frequent travel to professional office settings and other events locally and nationally; some overnight travel expected.
Compensation
In the spirit of pay transparency, we are excited to share the base salary range below, exclusive of fringe benefits or potential bonuses. In addition, all compensation packages include significant above market new hire equity grants because we believe in rewarding long term value creation. If you are hired at Dropzone your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. In addition to those factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any final offer. Please keep in mind that hiring at the maximum of the range would not be typical to allow for future and continued salary growth. We also offer a generous benefits package, including company paid health insurance, 401K Plan with employer match, Self-Managed PTO, parental leave, and more. The base pay range for this role is: $170,000 — $195,000 USD The variable pay for this role is: $70,000 — $80,000 USD
Application prep
Use the role’s language and application details while tailoring your materials.
Keywords to mirror
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Benefits
Benefits detected in the listing.
Health Insurance
401k
Pto
Parental Leave