Sales Development Representative Lead

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

We are looking for a high-energy, hands-on Sales Development Representative Lead to be a player/coach and guide & mentor our growing SDR team. You will combine leadership, coaching, process excellence, and individual contribution to ensure we consistently hit pipeline targets. You’ll work closely with Sales & Marketing to refine targeting strategies, improve outbound performance, and help accelerate Dropzone AI’s differentiation and expansion in the cybersecurity market.

What you'll do

Leadership & Team Management

• Lead, motivate, and coach SDRs to consistently exceed activity, qualification, and pipeline goals.
• Conduct regular 1:1s and skill-building sessions.
• Develop onboarding and continuous training programs to ramp new SDRs quickly and effectively.
  

Process & Strategy

• Define and refine outbound sequences, messaging frameworks, and persona-based outreach.
• Partner with Marketing to optimize campaign alignment and lead handoff processes.
• Collaborate with Sales leaders to ensure accurate pipeline forecasting and qualification criteria.
• Track and analyze SDR performance metrics to drive data-backed improvements.
  

Execution & Individual Contribution

• Own your territory for outbound prospecting activities.
• Engage prospects through multi-channel outreach (email, phone, LinkedIn, events).
• Deliver compelling conversations that articulate Dropzone AI’s value to cybersecurity leaders.

• Provide real-time feedback to Product and Marketing on customer pain points, market signals, and messaging resonance.
• Support Sales with meeting preparation, account intelligence, and handoff excellence.

Requirements

• 3+ years in an SDR role, including experience mentoring or leading a team.
• Proven track record of exceeding quota in outbound SaaS sales in the SOC cybersecurity space.
• Strong ability to coach, inspire, and elevate teams.
• Excellent written and verbal communication skills, with an eye for crisp, high-impact messaging.
• Experience working with CRM and sales engagement tools (e.g., HubSpot/Salesforce, Outreach, Apollo, SalesLoft).
• Highly organized, process-driven, and excited to build scalable systems from the ground up.
• Early-stage startup mindset. You thrive on ambiguity and move with lightspeed execution
• Being data-driven is part of your DNA.

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. 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 salary range for this role is $100,000 - 115,000 with an OTE salary range $140,000 - 165,000.