Federal Regional Sales Manager

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 do

Territory & 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.