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 . 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

Requirements

Must-haves

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.
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
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.

Nice-to-haves

TS/SCI Clearance a plus

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aimlgo

Platform: greenhouse
Effort: quick