Federal Sales Engineer

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🕒 May 13

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Dropzone AI

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2023

🔒 Cybersecurity

🤖 Artificial Intelligence

☁️ SaaS

Cybersecurity • Artificial Intelligence • SaaS

Dropzone AI is an AI-driven cybersecurity company that provides autonomous, LLM-powered SOC (Security Operations Center) analysts to investigate, triage, and resolve security alerts automatically. Their SaaS product integrates with SIEMs, EDRs, cloud and identity systems and other security tools to deliver 24/7 alert coverage, reduce mean-time-to-response (MTTR), and scale SOC operations for enterprises and MSSPs. Dropzone AI positions itself as an AI-augmented SOC solution that deploys quickly via APIs, emphasizes human-in-the-loop controls, and focuses on improving SOC efficiency, accuracy, and analyst productivity.

📋 Description

• 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. • 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.

🏖️ Benefits

• company paid health insurance • 401K Plan with employer match • Self-Managed PTO • parental leave • more