About the role

Dropzone AI is hiring a Principal Sales Engineer to partner with Sales on technical discovery, product demonstrations, proof-of-concepts, solution architecture, RFP/RFI and security questionnaire responses, pilots, customer feedback, documentation, and Sales enablement. The role is 100% remote from home, with semi-frequent local and national travel and some overnight travel. The posting requires 3+ years in a pre-sales role and a strong technical foundation, with preferred experience across SaaS/cloud, modern architectures, AI/ML, data, cybersecurity, DevOps, govtech, or regulated and enterpri…

Requirements

• 3+ years as a Sales Engineer, Solutions Engineer, or similar pre-sales professional; campaign boundary permits this role and it is not hard-skipped on years alone
• Strong technical foundation in software, cloud, APIs, data, security, or enterprise systems
• Ability to explain technical concepts to technical and non-technical audiences
• Experience supporting complex, multi-stakeholder sales cycles
• Excellent presentation and communication skills
• Comfort working in a fast-paced, customer-facing environment
• Early-stage startup mindset with ambiguity and fast execution
• Data-driven approach
• Preferred: SaaS/cloud/enterprise software, modern architectures, RFPs/security assessments, AI/ML/data/DevOps/cybersecurity/govtech, or federal/regulated/enterprise customers

What you'll do

• Partner with Account Executives across discovery through close
• Lead technical discovery on 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 technical subject-matter expert during sales engagements
• Relay customer feedback to Product, Engineering, and Customer Success
• Support pilot programs and evaluations
• Maintain technical documentation, demo environments, and competitive insights
• Enable Sales through training, best practices, and technical collateral

Where this was posted

• job-boards.greenhouse.io
  https://job-boards.greenhouse.io/dropzoneai/jobs/43083190097d ago