Account Executive

Summary

Dropzone AI is a cybersecurity company using generative AI to augment security engineers and analysts. The Account Executive will drive revenue growth in the Northeast territory by managing the full sales cycle, building customer relationships, presenting AI-driven cybersecurity solutions, and collaborating with cross-functional teams.

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
• 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
• Maintain accurate CRM (Salesforce/HubSpot) hygiene and forecast updates
• Report on regional performance, deal progression, and pipeline health

Skills

• This Account Executive will report to our Regional Sales Manager in the Northeast territory (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
• 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
• 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

Qualifications

Must Haves

• This Account Executive will report to our Regional Sales Manager in the Northeast territory (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
• 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
• 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

Benefits

• Significant above market new hire equity grants
• Variable pay for this role: $120,000—$130,000 USD
• Company paid health insurance
• 401K Plan with employer match
• Self-Managed PTO
• Parental leave
• 100% remote company where you will work from your home
• Company-provided equipment