Principal Sales Engineer
Company websitedropzone.ai (Dropzone AI, opens in new tab)
Base salary $170K to $195K
Employer-published annual base salary, USD. Advertised base range in United States
You apply on the employer's own site. Six Figure Work does not handle applications.
- LocationUnited States
- WorkplaceWorkplace not stated
- Status at last checkSource accepting applications when checked
- Last checked (3 h ago) · observed since
About this job
About Dropzone AI
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, and AI augmentation is the only way for defenders to reclaim the high ground. We are an award winning company disrupting the $200B+ cybersecurity market.
Powered by Gen AI advancements, 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 Gen AI to transform cyber defense. Learn more at www.dropzone.ai.
About the role
The Principal Sales Engineer partners closely with Sales to drive technical discovery, deliver compelling product demonstrations, and design solutions that meet customer needs. This role bridges business and technology, translating complex technical concepts into clear value for prospects and customers throughout the sales cycle.
What you'll do
- 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
Requirements
- 3+ years of experience as 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. You thrive on ambiguity and move with lightspeed execution
- Being data-driven is part of your DNA.
Preferred Requirements
- Experience with SaaS, cloud platforms, or enterprise software
- Familiarity with modern architectures (REST APIs, microservices, cloud infrastructure)
- Experience responding to RFPs and security assessments
- Domain experience (e.g., cybersecurity, AI/ML, data platforms, DevOps, govtech)
- Prior experience working with federal, regulated, or enterprise customers
Work Environment/Travel
We are a 100% remote company where you will work from your home with company-provided equipment to set you up for success. Semi-frequent travel to professional office settings and other events locally and nationally; some overnight travel expected.
Compensation
In the spirit of pay transparency, we are excited to share the base salary range below, exclusive of fringe benefits or potential bonuses. In addition, all compensation packages include significant above market new hire equity grants because we believe in rewarding long term value creation. If you are hired at Dropzone your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. In addition to those factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any final offer. Please keep in mind that hiring at the maximum of the range would not be typical to allow for future and continued salary growth. We also offer a generous benefits package, including company paid health insurance, 401K Plan with employer match, Self-Managed PTO, parental leave, and more.
The base pay range for this role is:
$170,000—$195,000 USD
The variable pay for this role is:
$70,000—$80,000 USD
Source: Dropzone AI on Greenhouse · View original posting (opens in new tab)
This listingPrincipal Sales Engineer$170K to $195K
Federal Regional Sales Manager$170K to $200K
Account Executive$120K to $130K
Chart as a table
| Role | Published base |
|---|---|
| Principal Sales Engineer (this listing) | $170K - $195K |
| Federal Regional Sales Manager | $170K - $200K |
| Account Executive | $120K - $130K |
Observed changes
- First observed on the employer's board
- Began meeting the published-salary criteria
- Observed since
- Employer-stated posting date
- 2026-07-24
Where this pay comes from
Location as the employer wrote it: The base pay range for this role is:
USD 170,000 – 195,000 · interval unstated · pay_input_range · The base pay range for this role is: · base-labelled (R1: base pay)
- Method
- Structured pay field published by the employer
- Checked
- Rule set
- us-base-v2
The employer's job board publishes this pay as a dedicated data field. We read the field directly; no interpretation was needed.
What we verified
- The pay figures come from the employer's own listing, quoted exactly above.
- The pay is an annual base salary in US dollars with a minimum of at least $100,000.
- The role was publicly listed on the employer's job board when last checked.
We do not verify what the employer will actually offer, whether the employer is still recruiting for the role, or anything beyond what the employer published. Full methodology.