Federal Regional Sales Manager

Dropzone AI

7d•$340,000 - $400,000•Remote

About The Position

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. While being located in the DC Metro area is not currently a requirement of this position, it is favorable given the needs of the role.

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
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.

Nice To Haves

TS/SCI Clearance a plus

Responsibilities

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.
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.
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.
Maintain accurate CRM (Salesforce/HubSpot) hygiene and forecast updates.
Report on regional performance, deal progression, and pipeline health.