Regional Sales Manager

Madrona Venture Labs; United States; On-site; USD 240,000 - 260,000; Full time

Job summary

Dropzone AI is seeking a Regional Sales Manager to drive revenue growth across the Northeast territory. You will own the end-to-end sales cycle, build a strong pipeline, and articulate AI-driven cybersecurity value to CISOs and IT leaders.

Join a fast-growing startup, partner with Sales Engineering and Marketing, and help shape our go-to-market strategy while hitting quarterly quotas in a dynamic SOC cybersecurity space.

Qualifications

• 3+ years of enterprise sales experience in the SOC cybersecurity space.
• 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.

Responsibilities

• 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.
• 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.

Skills

Enterprise sales

Quota attainment

Cybersecurity knowledge

Negotiation

Communication

Presentation skills

Relationship building

Strategic planning

Tools

Salesforce

HubSpot

Job description

Dropzone’s mission is to scale cybersecurity beyond human limits, and augment every single human security engineer/analyst with an army of AI security specialists. Humans alone cannot sufficiently protect our digital future, andAIaugmentation is the only way for defenders to reclaim the high ground. We are an award winning company disrupting the $200B+ cybersecurity market. Powered by GenAIadvancements, our technology offloads repetitive day-to-day work and frees human analysts to focus on real threats and higher-value projects. We are venture-backed, and our team has a rare blend of deep experience across cybersecurity,AI/ML, and SaaS product development. Join us if you want to be on the ground floor of using GenAIto transform cyber defense. Learn more at www.dropzone.ai .

About the Role: The Regional Sales Manager (RSM) is responsible for driving revenue growth, building strong customer relationships, and expanding Dropzone AI’s footprint within an assigned territory in the mid-market and commercial segment. 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.

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 your region.

This Regional Sales Manager will be responsible for the Northeast territory (KY, WV, VA, DC, MD, DE, NJ, PA, RI, CT, MA, NH, NY, VT, ME) and will need to reside within the assigned territory to be considered for 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.
• 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

• 3+ years of enterprise sales experience in the SOC cybersecurity space.
• 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:

$120,000 - $130,000 USD

The variable pay for this role is:

$120,000 - $130,000 USD