Principal Sales Engineer
Job Description
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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
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Dropzone AI
View Company ProfileDropzone AI (operating at dropzone.ai) is an autonomous security operations platform engineered to deploy AI SOC analysts that investigate, triage, and resolve cyber threats around the clock. Founded in 2023 by Edward Wu and headquartered in Seattle, Washington, Dropzone AI replaces overwhelming alert backlogs, burnout-inducing Tier-1 and Tier-2 triage loops, and rigid manual playbooks with autonomous AI security agents. Under the hood, the platform utilizes agentic AI and an OODA-loop-inspired reasoning engine (OSCAR methodology) to replicate the decision-making patterns of elite human security analysts. Dropzone AI automatically queries connected SIEM, EDR, cloud, and identity tools across 90+ native integrations, performing complete end-to-end investigations and blast radius analyses in under 10 minutes per incident. Backed by over $57M in venture funding from Theory Ventures, Madrona, Decibel, and In-Q-Tel, Dropzone AI serves over 300 organizations worldwide—including enterprises and MSSPs—scaling defense capacity without forcing security teams to expand headcount.
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