Regional Sales Manager, Federal

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

About Andesite

Andesite, the Human-AI SOC, puts humans at the helm, empowering SOC teams to build their own agents and oversee AI-driven automations. With Andesite, cyber defenders can automate triage, enrichment, and investigations, and respond at machine speed - all while supervising evidence validation and making the critical decisions they are accountable for. Andesite, which is FedRAMP Certified Class D (High), and SOC 2 Type II, arms organizations with defender AI that reduces attack surfaces and eliminates blind spots, powering the shift from a reactive to a proactive security posture. The company leadership spent decades protecting the nation's most sensitive networks against sophisticated adversaries. Andesite embodies their sense of mission and commitment to developing security products that empower those who work protecting others.

The Role

Andesite is seeking a Regional Sales Manager to own the full sales cycle for net-new federal customers, from prospecting through close and expansion. This is a 100% channel sales role — you'll build and close business exclusively through channel partners, not direct end-customer sales. You'll sell Andesite's AI-driven cyber defense platform into federal civilian and defense agencies, leading consultative, mission-outcomes-focused sales cycles that pair deep security domain expertise with fluency in the federal buying process. This is a high-impact role for a federal seller who thrives in technical environments, engages senior mission and technical stakeholders, and builds pipeline from the ground up. The ideal candidate also cultivates channel relationships with key partners, systems integrators and resellers to accelerate territory revenue and is excited to help define how AI transforms cyber defense.

What You’ll Do

• Own the full sales cycle for your territory, from prospecting through close and expansion, sourced and closed through channel partners
• Build and execute territory strategies to generate pipeline and drive predictable ARR growth
• Cultivate and manage on-the-ground relationships with channel partners to identify, develop and close opportunities
• Identify and engage security leadership, budget owners and key stakeholders across complex organizations
• Lead consultative discovery to understand customer security workflows, operational challenges, and priorities
• Develop ROI-driven business cases and value propositions tied to measurable security outcomes
• Design and execute successful proof-of-concepts (POCs) with clear objectives and stakeholder alignment
• Partner with Field Engineering, Product, Engineering, and Marketing to advance opportunities and ensure customer success
• Provide customer and market insights to influence product strategy, positioning, and go-to-market efforts
• Position Andesite's AI-driven platform against legacy SOC tooling, point solutions, and manual analyst workflows
• Consistently achieve or exceed pipeline and ARR targets

Who You Are

• 10+ years of quota-carrying sales experience, ideally in cybersecurity, SaaS, or AI/ML solutions, with a track record of closing complex, high-value deals inside the Federal government
• Experience selling to DoD, intelligence community, or federal civilian agencies
• Familiarity with federal contract vehicles (GSA Schedule, SEWP, OTAs) and the capture/proposal process
• A history of building pipeline from zero through outbound prospecting, territory development, and strategic account planning
• Demonstrated success selling channel partners with a proven track record of cultivating deals and relationships with partners on the ground
• Experience selling to senior security leadership (e.g., CISO, SOC leadership) and other executive stakeholders
• Strong consultative selling skills, with the ability to uncover customer needs and build compelling, ROI-driven business cases
• Comfort selling technical, AI-driven products in ambiguous, fast-moving environments
• Technical fluency across cybersecurity tooling, integrations, APIs, and data/security infrastructure
• Experience driving land-and-expand strategies that grow initial deployments into larger accounts
• Experience using CRM tools (e.g., Salesforce, HubSpot) to manage pipeline and forecasting

Even Better If You Have

• Familiarity with MEDDPIC, Challenger, or other enterprise sales methodologies
• Active federal security clearance

Compensation

The base salary range for this role is $175,000-$200,000, with on-target earnings (OTE) of $350,000-$400,000 at a 50/50 base/commission split. Commission is uncapped. Final compensation will depend on experience, skills, and location. This role is also eligible for our equity program.

What Andesite Can Offer

• 100% employer-paid comprehensive medical, dental, and vision insurance for you and your family
• Up to 14 weeks of 100% paid parental leave
• Generous, flexible PTO
• A true remote-first culture, where you manage your own workday
• A one-time home office stipend to get you set up from day one
• Occasional travel to collaborate in person with customers and teammates

Andesite is an equal opportunity employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. We encourage candidates from all backgrounds to apply, even if you don't feel like you're a perfect fit. If you're passionate about contributing to our mission, we'd love to hear from you!