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.
What you'll doTerritory & 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.
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.
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
