Federal Sales Director

RegScale; United States; Remote; USD 150,000 - 200,000; Full time

Job summary

A leading company in continuous controls monitoring seeks a Director of Federal Sales to drive its Federal business. This strategic role involves developing GTM strategies, leading a sales team, and expanding the company's presence across U.S. government agencies. The ideal candidate will have extensive experience in SaaS sales and a deep understanding of Federal procurement processes.

Benefits

Generous compensation package

Significant stock options

Remote-first work environment

Qualifications

• 8+ years of SaaS / Enterprise Software Sales experience.
• 5+ years focused on selling into Federal agencies.
• Proven track record of closing multi-million dollar contracts.

Responsibilities

• Develop and execute the Federal Go-to-Market (GTM) strategy.
• Lead and grow a Federal sales team.
• Build and maintain executive-level relationships with key decision-makers.

Skills

SaaS Sales

Federal Procurement Knowledge

Sales Leadership

Pipeline Management

Cybersecurity Compliance

Job description

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:

Are you a Federal sales leader with a deep understanding of selling into the U.S. government? Do you have a track record of building and scaling Federal go-to-market (GTM) teams, strategies, pipeline, and closing large Federal contracts? If so, we have an opportunity for you to lead and grow our Federal business at RegScale! As Director of Federal Sales, you will be responsible for developing and executing our Federal GTM strategy, driving new customer acquisition, and expanding RegScale’s presence across civilian, defense (DoD), and intelligence agencies. This is a high-impact, strategic role requiring a mix of Federal sales expertise, leadership, and hands-on execution. You will work closely with our executive leadership, product, marketing, and partner teams to ensure Federal agencies 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, with a preference for candidates 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:

1. Develop and execute the Federal Go-to-Market (GTM) strategy, focusing on key civilian, defense, and intelligence agencies
2. Lead early efforts to grow and develop a Federal sales team, providing mentorship and hiring key talent as the business scales.
3. Own and expand the Federal sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships
4. Navigate Federal procurement processes, including FAR, DFARS, FedRAMP, ATO, and other regulatory frameworks.
5. Build and maintain executive-level relationships with key decision-makers, including CISOs, ISSOs, AOs, and procurement officials.
6. Work cross-functionally with marketing, product, and engineering teams to align product capabilities with Federal compliance requirements.
7. Establish and grow partnerships with systems integrators (SIs), resellers, and technology providers to expand RegScale’s reach in the Federal sector.
8. Represent RegScale at Federal industry events, conferences, and briefings to drive brand awareness and market positioning.
9. Continuously 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 Federal agencies.
• Proven track record of building and leading winning teams, capable of closing multi-million dollar Federal contracts 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 within civilian, defense, and intelligence sectors.
• 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 actively driving pipeline and closing deals.
• 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.