Remote Principal Sales Engineer - AI Cybersecurity

Dropzone AI; United States; Remote; USD 170,000 - 195,000; Full time

Benefits offered by this job

Company paid health insurance

401K with employer match

Self-Managed PTO

Parental leave

Job summary

Dropzone AI is seeking a Principal Sales Engineer to partner with Account Executives, drive technical discovery, deliver compelling demonstrations, and design solutions that meet customer needs across the full sales cycle.

This role bridges business and technology, requiring a strong technical foundation in software, cloud, APIs, data, and security, plus impeccable presentation and communication skills for technical and non-technical audiences. We are fully remote with occasional travel.

Qualifications

• 3+ years of experience in a Sales Engineer, Solutions Engineer, or similar pre-sales role.
• 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 with comfort in ambiguity and fast execution.
• Data-driven approach to customer engagements.

Responsibilities

• 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.
• 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.

Skills

Sales engineering

Technical communication

Multi-stakeholder sales

Cloud and APIs

Presentation skills

Data-driven

Startup mindset

SaaS/Cloud familiarity

Job description

Dropzone AI is seeking a Principal Sales Engineer to partner with Account Executives, drive technical discovery, deliver compelling demonstrations, and design solutions that meet customer needs across the full sales cycle.

This role bridges business and technology, requiring a strong technical foundation in software, cloud, APIs, data, and security, plus impeccable presentation and communication skills for technical and non-technical audiences. We are fully remote with occasional travel.