Federal Sales Engineer

Dropzone AI

1d•Remote

About The Position

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.

Requirements

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.

Nice To Haves

Active or prior security clearance (TS/SCI preferred)
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

Responsibilities

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