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
• 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

• 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

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.