Federal Sales Director - Aerospace & Defense
RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 200,000% faster ATO times, and 60% less audit prep. Automating the ATO process is one of the greatest cost savings opportunities and enabler of innovation within the US Government.
Position:
Do you have experience selling into federal agencies? Are you a high-activity seller who thrives on delivering value with disruptive tech solutions? If so, we have the position for you at an innovative startup that is transforming the compliance industry! As Federal Sales Director - Aerospace & Defense, you will be responsible for developing and executing our Federal GTM strategy, driving new customer acquisition, and expanding RegScale’s presence across Aerospace & Defense. This is a high-impact, strategic role requiring a mix of A&D sales expertise and hands-on execution. You will work closely with our executive leadership, product, marketing, and partner teams to ensure the Defense Industrial Base can accelerate compliance and security automation with RegScale’s cutting-edge CCM platform.
This position requires U.S. Citizenship and is subject to a background check and unannounced drug testing requirements. The role is remote-first, but candidates must be located in the Washington, D.C. metro area, and will require travel to federal customer sites, RegScale offices, and industry events. We recognize that sales is critical to our company’s success and have created a generous compensation package, including a competitive OTE with significant stock options to recruit exceptional talent committed to customer success. If you're ready to help redefine compliance in the federal space, we want you on our team.
Key Responsibilities:
- Develop and execute the Federal 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.
Qualifications & Experience:
- 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.
- Demonstrated success in a fast-growing SaaS startup environment is a plus.
- 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.