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RegScale · 2 days ago

Federal Sales Director - Army & 4th Estate

Tysons, Virginia, United States

Full-time

Hybrid

Director/Executive

8+ years exp

RegScale is a continuous controls monitoring platform focused on delivering efficient governance, risk, and compliance outcomes. The Federal Sales Director will develop and execute the Federal DoW GTM strategy, drive new customer acquisition, and expand RegScale’s presence in the Department of War, particularly within the Army & 4th Estate.

ComplianceDeveloper PlatformSoftware

No H1B

U.S. Citizen Only

Responsibilities

Develop and execute the Federal DoW Go-to-Market (GTM) strategy

Own and expand the Federal sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships

Navigate Federal procurement processes, including FAR, DFARS, FedRAMP, ATO, and other regulatory frameworks

Build and maintain executive-level relationships with key decision-makers, including CISOs, ISSOs, AOs, and procurement officials

Work cross-functionally with marketing, product, and engineering teams to align product capabilities with Federal compliance requirements

Establish and grow partnerships with systems integrators (SIs), resellers, and technology providers to expand RegScale’s reach in the Federal sector

Represent RegScale at Federal industry events, conferences, and briefings to drive brand awareness and market positioning

Continually evolve our scalable sales processes, including pipeline management, forecasting, and deal execution

Qualification

Federal sales expertiseSaaS sales experienceFederal procurement knowledgeCybersecurity compliance frameworksGTM strategy executionBuilding executive relationshipsNetworking skillsTeam leadershipFast-paced environment adaptability

Required

8+ years of SaaS / Enterprise Software Sales experience, with at least 5+ years focused on selling into the DoW

Proven track record of building and leading winning teams, capable of closing multi-million dollar Federal contracts and building and maintaining pipeline coverage requirements

Deep knowledge of Federal procurement, budgeting cycles, and contract vehicles (GSA, SEWP, IDIQs, OTAs, etc.)

Existing network of Federal security and compliance contacts

Strong understanding of FedRAMP, NIST, CMMC, ATO processes, and cybersecurity compliance frameworks

Experience working with systems integrators, channel partners, and public sector resellers

Ability to create and execute a Federal GTM strategy while rolling up your sleeves to drive pipeline and close deals

Willingness to travel as needed for Federal customer engagements and industry events

U.S. Citizenship required; ability to obtain or currently hold a security clearance is a plus