Dropzone AI - Federal Regional Sales Manager
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.
Responsibilities
• 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.
Benefits
• $170,000—$200,000 USD • The variable pay for this role is:
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