[Hiring] Federal Regional Sales Manager @Dropzone AI

Role Description

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.

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.

Qualifications

• 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.

Requirements

• 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.