Principal Sales Engineer
New
D
Dropzone AICybersecurity
Remote - USFull-TimePrincipal
Salary$170,000 — $195,000 USD base salary; variable pay $70,000 — $80,000 USD
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Job Details
- Experience
- 3+ years of experience as a Sales Engineer, Solutions Engineer, or similar pre-sales role
- Required Skills
- Cloud ComputingCybersecurityData AnalysisRESTful APIsMicroservicesSaaS
Requirements
- 3+ years of experience as a Sales Engineer, Solutions Engineer, or similar pre-sales role
- Strong technical foundation in areas such as 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 lightspeed execution
- Data-driven mindset
- Experience with SaaS, cloud platforms, or enterprise software (Preferred)
- Familiarity with modern architectures such as REST APIs, microservices, and cloud infrastructure (Preferred)
- Experience responding to RFPs and security assessments (Preferred)
- Domain experience in cybersecurity, AI/ML, data platforms, DevOps, or govtech (Preferred)
- Prior experience working with federal, regulated, or enterprise customers (Preferred)
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
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