Regional Sales Director – Federal

Responsibilities

• Own the territory
• Carry the number. Own quota, pipeline, and forecast for an assigned portfolio of Federal Systems Integrator and Defense Industrial Base accounts (the Assigned Customers).
• Build the account plans. Develop and execute strategic account plans that map each organization’s business, security priorities, and federal programs to Spy Cloud’s value.
• Generate new business. Prospect, qualify, and close net‑new opportunities while maintaining a healthy multi‑quarter pipeline well above quota coverage.
• Sell‑To: direct enterprise sales
• Protect the integrator. Sell Spy Cloud to assigned FSI/DIB organizations for their own identity threat protection — workforce, enterprise, and supply‑chain exposure — earning full Sell‑To quota credit.
• Run complex cycles. Lead multi‑stakeholder, multi‑month sales cycles across security, IT, procurement, and program organizations through to signature and deployment.
• Sell‑Through: discover & source pull‑through
• Find the pull‑through. Identify and source opportunities in which assigned accounts carry Spy Cloud through to government customers and end users via their contracts, RFPs, task orders, and programs.
• Originate and hand off. Register and qualify Sell‑Through opportunities, then coordinate with the responsible end‑customer account team to advance them — earning the 10–20% origination split.
• Shape the requirement. Engage integrators’ capture and BD teams early to position Spy Cloud into their solutions, proposals, and teaming constructs.
• Executive relationships
• Own the C‑suite. Cultivate and expand trusted relationships with CIOs, CISOs, and business development leaders across assigned accounts, and become their go‑to for identity threat intelligence.
• Be a peer, not a vendor. Bring insight, threat context, and a point of view senior executives value, and represent Spy Cloud credibly at the executive level.
• Cross‑functional execution
• Bring the right team. Engage solutions engineering, channel/distribution (e.g., Carahsoft), product, and marketing to advance and close deals.
• Forecast with discipline. Maintain accurate CRM hygiene, pipeline, and forecasts, applying a structured sales methodology (e.g., MEDDIC/MEDDPICC).
• Represent Spy Cloud. Attend and work the industry, partner, and government events where these accounts engage.

• 10+ years of successful, quota‑carrying sales to Federal Systems Integrators and the Defense Industrial Base, with a documented record of attainment and large, complex wins.
• Existing C‑level relationships at target accounts — Lockheed Martin, RTX (Raytheon), Leidos, Northrop Grumman, Peraton, SAIC, Boeing, and peer firms — specifically with CIOs, CISOs, and business development teams.
• Cyber and technology sales experience — selling cybersecurity, identity, threat intelligence, data, or related technology solutions.
• Federal government sales experience — fluency with how the FSI/DIB ecosystem wins and delivers federal programs (primes and subs, teaming, contracts, RFPs, and task orders).
• Both direct and channel/sell‑through motions — a proven ability to sell to an organization and to source pull‑through revenue through it.
• Washington, D.C. metro residence (required).
• Willingness to travel to assigned accounts, partner sites, and industry events - estimated up to ~50%
• Executive presence and consultative, value‑based selling skills; precise, bottom‑line‑up‑front communication.
• Bachelor’s degree required (business, technology, or a related field) or equivalent professional experience.