Regional Sales Director, National Security Group

Accountabilities:

• Recruit, hire, lead, coach, and develop Account Executives responsible for national security accounts, creating an accountable, collaborative, inclusive, and high-performing sales organization.
• Develop and execute regional new-business and expansion strategies, generating and progressing pipeline across priority federal accounts to achieve or exceed quarterly and annual revenue targets.
• Own regional forecasting, opportunity data quality, pipeline health, and deal reviews, using structured sales methodologies such as MEDDPICC to assess opportunities, identify risks, and provide senior leadership with clear visibility into commitments.
• Lead complex enterprise and federal sales cycles involving multiple stakeholders, long procurement timelines, contracting vehicles, funding cycles, and agency-specific purchasing processes.
• Work effectively with distributors, systems integrators, and government partners to navigate procurement requirements and secure multi-year contracts, expansions, and strategic opportunities.
• Shape sales strategies for highly regulated environments by connecting authorized offerings and mission-critical DevSecOps use cases with the specific needs of government agencies.
• Partner with Renewals, Customer Success, Product, Marketing, and other cross-functional teams to develop account plans, influence product roadmaps, support campaigns, and drive customer retention and expansion.
• Expand relationships within large agencies through new workloads, cross-sells, and upsells while balancing near-term revenue objectives with long-term platform adoption and customer value.
• Build trusted relationships with senior government and executive stakeholders, lead strategic customer meetings and negotiations, and represent the organization effectively in high-value engagements.
• Travel as needed for key account meetings, large-deal reviews, team engagements, and other customer or organizational events while operating effectively in an asynchronous environment.

Requirements

• Proven experience in enterprise technology sales, particularly within open source software, DevOps, SaaS, or related technology environments.
• Demonstrated success selling to or leading teams serving complex public-sector or large enterprise accounts, including environments with long sales cycles, multiple decision-makers, and sophisticated procurement processes.
• Experience leading sales organizations in regulated or compliance-driven markets, such as FedRAMP or comparable government software and SaaS frameworks, or the ability to quickly develop expertise in highly regulated environments.
• Strong sales operations discipline, including advanced experience with Salesforce and other CRM or marketing automation technologies, as well as a data-driven approach to pipeline management, forecasting, and performance analysis.
• Familiarity with MEDDPICC or a comparable enterprise sales methodology, with strong capabilities in pipeline generation, opportunity qualification, forecasting, deal inspection, and strategic account planning.
• Proven experience hiring, coaching, developing, and managing regional or field-based sales teams, with the ability to build a culture centered on accountability, collaboration, inclusion, and continuous development.
• Strong executive presence and communication skills, with demonstrated ability to manage senior relationships, lead executive-level meetings, influence multiple stakeholders, and negotiate complex commercial agreements.
• Experience working with federal distributors, systems integrators, channel partners, or government procurement ecosystems is highly valuable.
• Ability to operate effectively in a remote, asynchronous, high-performance environment while maintaining strong cross-functional relationships and ownership of business outcomes.
• Alignment with values centered on transparency, collaboration, continuous learning, innovation, and customer impact, with transferable enterprise technology sales and leadership experience welcomed from diverse backgrounds.

Benefits

• Annual base salary ranging from $148,000 to $248,400 USD, depending on experience, skills, qualifications, geographic location, market data, and internal equity.
• Sales incentive compensation targeted at up to 100% of offered base salary, providing significant earning potential based on performance.
• Equity compensation and access to an Employee Stock Purchase Plan.
• Benefits designed to support employee health, financial security, and overall well-being.
• Flexible Paid Time Off to support autonomy and work-life balance.
• Parental leave for eligible employees.
• Growth and Development Fund to support ongoing professional learning and career development.
• Team Member Resource Groups supporting connection, inclusion, and community.
• Fully remote work environment with opportunities for collaboration across regions and engagement with major public-sector customers and partners.
• Occasional travel for customer meetings, team collaboration, large-deal reviews, and organizational events.