Dropzone AI

• Translate the positioning and narrative into messaging, value propositions, and content, and keep them consistent across campaigns, launches, sales materials, website, events, and customer communications. • Turn complex AI and cybersecurity concepts into differentiated, outcome-oriented messaging tailored to CISOs, SOC leaders, security analysts, MSSPs, and other key stakeholders. • Help shape and evangelize the emerging category of autonomous security operations. • Serve as a trusted internal authority on the market, customer, and competitive landscape, including relevant AI and regulatory trends. • Build and execute go-to-market plans for new products, features, and integrations, translating strategy into target audiences, use cases, launch tiers, success metrics, and activation plans in partnership with Product, Marketing, Sales, and Customer Success. • Lead cross-functional launches from planning through execution, keeping teams aligned and market-ready. • Own release notes and keep product and website content current, clear, and technically accurate. • Identify opportunities to improve adoption, expansion, and engagement across the product lifecycle, and bring customer and market insight back into product planning. • Educate the market on the shift to autonomous security operations, helping buyers understand the problem, the category, and why it matters through content, campaigns, and events. • Partner with Marketing on shared content, providing focus and making sure it is technically accurate and true to the product. • Create content for demand generation programs, campaigns, events, executive presentations, and industry programs. • Drive customer marketing through case studies, testimonials, references, and advocacy, and represent the voice of the customer in internal discussions. • Support analyst relations with briefings and supporting materials that build credibility with Gartner, Forrester, IDC, and other influencers. • Equip Sales, SDRs, Customer Success, and partners with the messaging, tools, and training to communicate Dropzone AI's value with confidence, including pitch decks, solution briefs, use-case content, talk tracks, outbound messaging, and customer proof points. • Support partner marketing with co-branded content, enablement materials, and messaging that help partners position and sell Dropzone AI. • Lead enablement for launches, messaging updates, and new use cases. • Gather field feedback and use it to continuously improve messaging and enablement.

• Serve as a trusted technical advisor for customers using Dropzone, especially security analysts and SOC teams. • Walk customers through integrations, ensuring successful deployment using our documentation and best practices. • Analyze and explain alerts generated by Dropzone, helping customers understand and tune the system effectively. • Use SQL to extract and analyze customer data for troubleshooting or usage insights. • Partner with engineering to escalate and resolve technical issues as needed. • Manage a book of customer accounts, acting as their primary technical point of contact. • Organize and run regular check-ins, including setting agendas and documenting action items. • Handle customer support requests with urgency and empathy, ensuring timely follow-up and resolution. • Draft clear, professional communications including status updates, technical explanations, and customer review emails. • Maintain meticulous records in internal systems to track issues, feature requests, and customer feedback. • Collaborate with the Head of Customer Success to provide technical insights that inform renewal conversations or business reviews. • Contribute to improving documentation and knowledge bases to help customers self-serve. • Advocate internally for customer needs, identifying patterns and opportunities for product improvement. • Assist with customer enablement, including creating technical guides, FAQs, or training materials.

• Serve as a trusted technical advisor for customers using Dropzone, especially security analysts and SOC teams. • Walk customers through integrations, ensuring successful deployment using our documentation and best practices. • Analyze and explain alerts generated by Dropzone, helping customers understand and tune the system effectively. • Use SQL to extract and analyze customer data for troubleshooting or usage insights. • Partner with engineering to escalate and resolve technical issues as needed. • Manage a book of customer accounts, acting as their primary technical point of contact. • Organize and run regular check-ins, including setting agendas and documenting action items. • Handle customer support requests with urgency and empathy, ensuring timely follow-up and resolution. • Draft clear, professional communications including status updates, technical explanations, and customer review emails. • Maintain meticulous records in internal systems to track issues, feature requests, and customer feedback. • Collaborate with the Head of Customer Success to provide technical insights that inform renewal conversations or business reviews. • Contribute to improving documentation and knowledge bases to help customers self-serve. • Advocate internally for customer needs, identifying patterns and opportunities for product improvement. • Assist with customer enablement, including creating technical guides, FAQs, or training materials.

• Build intuitive, high-performance frontend experiences for security analysts • Design and implement reusable UI systems and frontend architecture • Work across the stack to deliver end-to-end product features • Collaborate closely with AI engineers to surface agent outputs in understandable and actionable ways • Improve performance, reliability, observability, and developer experience • Translate complex security and AI workflows into elegant product experiences • Contribute to product direction, UX decisions, and technical strategy • Partner with AI Core, Security Integrations, and GTM teams to prioritize roadmap and translate ambiguity into shipped outcomes. • Provide mentorship and raise the bar on code quality, design reviews, and operational excellence. • Drive quality through automated testing, performance monitoring, and secure coding practices. • Periodically participate in a 24x7 on-call rotation

• Build into and improve the product by writing investigation flows, building integrations with security tools, and fixing bugs. • Evolve the investigation logic and pipelines to handle new classes of security alerts, balancing accuracy, performance, and maintainability • Contribute directly to our Python codebase while influencing architectural decisions and long-term product strategy • Review and analyze investigations performed by our AI to identify strengths, weaknesses, and opportunities for improvement, and then translate those insights into product enhancements. • Partner with GTM and customer success teams to influence technical direction, prioritize features, and ensure we’re solving the most impactful problems for defenders • Provide technical leadership and mentorship to other engineers • Periodically participate in a 24x7 on-call rotation

• Designing and maintaining testing systems for deterministic logic and AI influenced, non deterministic behavior • Engaging early with engineering to surface risks before implementation • Broadening our verification approach beyond unit tests into integration, system, stress, and full workflow testing • Maintaining dependable test environments with strong instrumentation for rapid diagnosis • Building tools, fixtures, and supporting libraries that generate stable and repeatable test conditions

• Own and evolve the infrastructure that powers our AI platform • Work closely with teammates throughout engineering and security to design scalable, resilient, and secure systems • Enhance production monitoring and observability in containerized environments • Improve our infrastructure-as-code deployments (Pulumi) to prepare for scaling to the next customer growth inflection point • Develop and refine internal tooling to support efficiency and reliability • Strengthen the reliability, performance, and scalability of our core SOC analyst product • Participate actively in a 24x7 on-call rotation, maintaining high availability and rapid response • Contribute to future expansion efforts to support multi-cloud infrastructure (GCP, Azure) • Write new product features when interested and excited to do so

• Own the end-to-end lifecycle for customer and vendor contracts, from intake through execution. • Draft, review, negotiate, and manage a wide variety of commercial agreements, including: SaaS subscription agreements, Master Service Agreements (MSAs), Data Processing Agreements (DPAs), Non-Disclosure Agreements (NDAs), Statements of Work (SOWs), Partner, reseller, and government agreements, Vendor and procurement contracts. • Partner with Sales, Finance, Customer Success, Security, Product, and Procurement to move agreements efficiently while balancing business objectives and contractual risk. • Collaborate with Security and Privacy teams to address customer legal, security, and compliance requirements. • Serve as the primary owner of day-to-day contract negotiations, identifying contractual and commercial risks, recommending practical solutions, and partnering with outside counsel on novel or high-risk legal matters. • Develop and maintain contract templates, negotiation playbooks, fallback language, and contracting policies. • Own contracting operations, including approval workflows, CLM administration, signature processes, contract repository management, reporting, and key contract records. • Track contract renewals, obligations, and key commercial terms, and support vendor contracting and procurement initiatives. • Improve contracting metrics, reporting, and operational efficiency. • Provide practical guidance to internal teams on company contracting policies, approval requirements, and negotiation standards to enable efficient deal execution.

• Serve as design lead in cross-functional product trios alongside product and engineering, owning workflow understanding, usability risk, and customer experience outcomes. • Lead and participate in customer discovery: interviews, usability sessions, beta feedback synthesis, and practitioner research with SOC analysts, detection engineers, and security managers. • Own AI interaction design: define how customers review, trust, govern, and contest AI-completed security work across all product surfaces — evidence visibility, uncertainty communication, human override, and auditability. • Translate complex SOC workflows into experiences that are intuitive, efficient, and trustworthy under real operational conditions. • Build prototypes that validate concepts before engineering investment. Claude Code and rapid prototyping fluency are a plus. • Establish and evolve scalable design patterns and a growing design system. • Contribute to the product operating model: help define what good discovery, design review, and release look like at Dropzone. • Represent design in strategic product and roadmap discussions with executives, customers, and cross-functional partners.

• Project manage and support all multi-channel marketing programs such as third party webinars, digital sponsorships, omni-channel marketing campaigns from planning through execution to drive demand and intro meetings. • Coordinate assets, timelines, and cross-functional workflows across Marketing and GTM teams. • Partner cross-functionally to support aligned program execution and reporting. • Partner with our AI orchestration vendor Cubic Squared to streamline task quality and timeline. • Deliver program reporting and insights to improve performance across audience, messaging, and channels