Federal Regional Sales Manager

2 weeks ago
Senior
Sales and Business Development
Dropzone AI

Dropzone AI

Dropzone AI is a Seattle-based cybersecurity startup founded in February 2023 by CEO Edward Wu. The company focuses on Security Operations Center (SOC) automation and develops autonomous AI agents. Its flagship product, the Dropzone AI SOC Analyst, is recognized as the world's first AI SOC analyst, designed to independently manage Tier 1 security alert investigations without human intervention. The platform automates the investigation of security alerts, actively hunts for threats, responds to attacks, and generates detailed reports. It operates continuously, integrating seamlessly with existing security tools to enhance team efficiency and reduce analyst burnout. Dropzone AI serves over 100 enterprise customers, including notable organizations like UiPath and Zapier, and has raised approximately $57.35 million in funding to support its innovative solutions in the cybersecurity sector.

computer & network security
51-200
Founded 2023
$57M raised

Description

  • Own the full sales cycle from prospecting through deal closure across the assigned federal territory.
  • Build and maintain enterprise and mid-market opportunity pipelines.
  • Execute regional go-to-market strategies aligned with company revenue goals.
  • Lead discovery meetings, product demonstrations, and tailored security and ROI presentations.
  • Build relationships with CISOs, SOC leaders, security analysts, and IT executives.
  • Navigate complex federal security environments, acquisition processes, and procurement cycles.
  • Partner with Sales Engineering on technical presentations and proof-of-concept engagements.
  • Collaborate with Marketing on regional events, webinars, and targeted campaigns.
  • Provide customer insights and competitive intelligence to Product and Leadership teams.
  • Maintain CRM accuracy, update forecasts, and report on regional performance and pipeline health.

Requirements

  • 5+ years of enterprise sales experience in the SOC cybersecurity space.
  • Experience selling into the DoD and federal CSSP/CSP landscape.
  • Experience working with DISA, Department of War/Army/Navy, or DHS.
  • Strong understanding of federal acquisition and contracting processes.
  • TS/SCI clearance preferred.
  • Proven success meeting and exceeding annual sales quotas.
  • Strong knowledge of cybersecurity challenges, SOC workflows, and SIEM, SOAR, and EDR tools.
  • Ability to explain complex AI and automation concepts in clear, outcome-focused terms.
  • Excellent negotiation, communication, presentation, relationship-building, and strategic planning skills.
  • Data-driven, resilient, coachable, team-oriented, and comfortable working in an early-stage startup environment.

Benefits

  • Base pay range of $170,000–$200,000 USD.
  • Variable pay range of $170,000–$200,000 USD.
  • DC Metro location is favorable but not currently required.

Interested in this position?

Apply directly on the company website

Apply Now

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