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 Account Executive is responsible for driving revenue growth, building strong customer relationships, and expanding Dropzone AI’s footprint within an assigned territory in the mid-market and commercial segment. 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. 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 your region. This Account Executive will report to our Regional Sales Manager in the North Central territory (ND, SD, MN, IA, MO, WI, IL, IN, MI, OH) with a focus on Detroit, Chicago, Minneapolis, and Indianapolis and will need to reside within the assigned territory states to be considered for 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 3+ years of enterprise sales experience in the SOC cybersecurity space. 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. 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. 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, 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: $110,000 — $130,000 USD The variable pay for this role is: $110,000 — $130,000 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.
3+ years of enterprise sales experience in the SOC cybersecurity space.
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

Nice-to-haves

None flagged.

Application prep

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

Keywords to mirror

aimlgo

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Health Insurance

401k

Pto

Parental Leave