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 Federal Sales Engineer partners closely with the Federal Regional Sales Manager to drive technical discovery, deliver compelling product demonstrations, and design solutions that meet federal client needs. This role bridges business and technology, translating complex technical concepts into clear value for prospects and customers throughout the sales cycle.
What you'll do
- Partner with Account Executives to support the full sales cycle, from discovery through close
- Lead technical discovery to understand customer requirements, use cases, and success criteria
- Deliver product demonstrations, technical presentations, and proof-of-concepts
- Design solution architectures aligned to customer environments and constraints
- Respond to technical questions in RFPs, RFIs, and security questionnaires
- Address security, compliance, and architecture questions (e.g., FedRAMP, NIST, FISMA, CMMC)
- Act as the technical subject-matter expert during sales engagements
- Collaborate with Product, Engineering, and Customer Success to relay customer feedback
- Support pilot programs and evaluations
- Maintain technical documentation, demo environments, and competitive insights
- Help enable Sales through training, best practices, and technical collateral
Requirements
- 3+ years of experience as a Sales Engineer, Solutions Engineer, or similar pre-sales role
- Active or prior security clearance or ability to obtain security clearance (TS/SCI preferred)
- Experience supporting U.S. federal customers (civilian agencies and/or DoD)
- Strong technical foundation (software, cloud, APIs, data, security, or enterprise systems)
- Ability to explain technical concepts to both technical and non-technical audiences
- Experience supporting complex, multi-stakeholder sales cycles
- Excellent presentation and communication skills
- Comfortable working in a fast-paced, customer-facing environment
- Early-stage startup mindset. You thrive on ambiguity and move with lightspeed execution
- Being data-driven is part of your DNA.
Preferred Requirements
- Experience with FedRAMP-authorized platforms or ATO processes
- Familiarity with compliance frameworks: NIST 800-53, NIST 800-171, FISMA, CMMC
- Experience selling via GSA, GWACs, IDIQs, or other federal contract vehicles
- Experience supporting partners, system integrators, or prime contractors
- Background in high-growth SaaS or startup environments
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 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 $160,000 - 180,000 with a variable of $30,000 - 55,000.
Skills Required
- 3+ years of experience as a Sales Engineer, Solutions Engineer, or similar pre-sales role
- Experience supporting U.S. federal customers (civilian agencies and/or DoD)
- Strong technical foundation (software, cloud, APIs, data, security, or enterprise systems)
- Ability to explain technical concepts to both technical and non-technical audiences
- Experience supporting complex, multi-stakeholder sales cycles
- Excellent presentation and communication skills
- Comfortable working in a fast-paced, customer-facing environment
- Early-stage startup mindset. You thrive on ambiguity and move with lightspeed execution
- Being data-driven is part of your DNA
Dropzone AI Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Dropzone AI and has not been reviewed or approved by Dropzone AI.
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Fair & Transparent Compensation — Job postings list explicit base-salary ranges for multiple roles and note equity on top of base, indicating openness about pay bands. Public listings also state compensation depends on location, skills, and experience, suggesting structured expectations.
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Healthcare Strength — Multiple active postings state company-paid health insurance, reducing employees’ medical premium burden versus typical startup norms. This benefit is called out consistently across recent roles.
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Leave & Time Off Breadth — Listings describe self-managed PTO and parental leave, indicating broad time-off flexibility. These elements appear repeatedly across current role descriptions.
Dropzone AI Insights
What We Do
Dropzone AI is the first AI SOC analyst that autonomously investigates alerts 24/7. It integrates with existing tools, adapts to your environment, and generates decision-ready reports. You can focus on real threats and 10X your team without adding headcount. No playbooks, code, or prompts required.
Why Work With Us
Dropzone AI’s platform delivers pre-trained autonomous AI security agents that work alongside human analysts on security operations teams. It handles the frontline work of investigating the mountain of alerts from security systems. Using cutting-edge LLMs, Dropzone’s agents perform end-to-end investigations mimicking the techniques of elite analyst
