Federal Channel Sales Leader – AI Cyber Defense

Andesite; Oregon; Hybrid; USD 175,000 - 200,000; Full time

Benefits offered by this job

Remote-first culture

Equity program

Paid parental leave

Generous PTO

Home office stipend

Job summary

Andesite, the Human-AI SOC, seeks a Regional Sales Manager to own the full federal channel sales cycle—from prospecting to close and expansion. This 100% channel role targets federal civilian and defense agencies, pairing security domain expertise with a deep understanding of the federal buying process.

Build pipeline with partners, influence strategy, and drive ARR growth in a fast-moving, technical environment.

Qualifications

• 10+ years of quota-carrying sales experience in cybersecurity, SaaS, or AI/ML with federal deals.
• Experience selling to DoD, intelligence community, or federal civilian agencies.
• Familiarity with federal contract vehicles (GSA Schedule, SEWP, OTAs).
• Proven ability to build pipeline from zero through outbound prospecting and territory planning.
• Track record selling to senior security leadership and other executive stakeholders.

Responsibilities

• Own the full sales cycle for federal channel partners, from prospecting to close and expansion.
• Build territory strategies to generate pipeline and predictable ARR growth.
• Manage on-the-ground relationships with channel partners to identify and close opportunities.
• Engage security leadership and budget owners across complex federal organizations.
• Lead consultative discovery to understand customer workflows and priorities.
• Develop ROI-driven business cases tied to measurable security outcomes.
• Design and execute proof-of-concepts with clear objectives and stakeholder alignment.
• Collaborate with Field Engineering, Product, Engineering, and Marketing to advance opportunities.
• Provide market insights to influence product strategy and go-to-market efforts.
• Maintain land-and-expand strategies to grow deployments with channel partners.

Skills

Quota-carrying sales

Federal government sales

DoD / federal agencies experience

Channel partner management

Executive stakeholder engagement

Tools

Salesforce

HubSpot

Job description

Andesite, the Human-AI SOC, seeks a Regional Sales Manager to own the full federal channel sales cycle—from prospecting to close and expansion. This 100% channel role targets federal civilian and defense agencies, pairing security domain expertise with a deep understanding of the federal buying process.

Build pipeline with partners, influence strategy, and drive ARR growth in a fast-moving, technical environment.