Federal Regional Sales Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Propel revenue expansion within a specified U.S. federal territory.

• Enhance Dropzone AI’s presence among federal civilian and/or defense agencies.

• Oversee the complete sales cycle from initial prospecting to successful deal closure.

• Develop and sustain a robust pipeline of enterprise and mid-market opportunities.

• Implement regional go-to-market strategies that align with the company's revenue objectives.

• Conduct discovery sessions, showcase product demonstrations, and deliver customized security and ROI narratives.

• Foster trusted relationships with CISOs, SOC leaders, security analysts, and IT executives.

• Navigate intricate security landscapes and procurement processes.

• Collaborate with Sales Engineering on technical presentations and Proofs of Concept (POCs).

• Work alongside Marketing for regional events, webinars, and targeted promotional campaigns.

• Share customer insights and competitive intelligence with Product and Leadership teams.

• Ensure accurate management of Salesforce/HubSpot CRM data and forecast updates.

• Provide reports on regional performance, deal progression, and pipeline status.

• Assist in shaping Dropzone AI’s market entry strategy within the U.S. federal territory.

⛳️ Requirements

• A minimum of 5 years of enterprise sales experience within the SOC cybersecurity domain.

• Experience in selling within the DoD/Federal CSSP (Cyber Security Service Provider)/CSP (Cybersecurity Service Provider) landscape.

• Familiarity with DISA, DoW (Army/Navy), and DHS.

• Strong comprehension of federal acquisition and contracting procedures.

• TS/SCI Clearance is an advantage.

• Demonstrated success in meeting and surpassing annual sales quotas.

• In-depth understanding of cybersecurity issues, SOC workflows, and security tools (SIEM, SOAR, EDR).

• Capability to articulate complex AI and automation concepts in clear, results-oriented language.

• Exceptional negotiation, communication, and presentation abilities.

• Strategic mindset with a disciplined approach to territory planning and pipeline management.

• Ability to build strong relationships and act as a trusted advisor to customers.

• Resilient, adaptable, and team-focused.

• Startup-oriented mindset; comfortable with ambiguity and capable of rapid execution.

• Data-driven approach.

🏝️ Benefits

• Comprehensive health coverage.

• Competitive salary with performance incentives.

• Opportunities for professional development and growth.

• Flexible work environment with remote options.