Regional Sales Manager, Federal

Remote. Posted 2 months ago

The role

You will own the full sales cycle for net-new federal customers through channel partners. You will sell an AI-driven cyber defense platform into federal civilian and defense agencies.

What you will do

Own the full sales cycle for your territory through channel partners
Build and execute territory strategies to generate pipeline and drive ARR growth
Cultivate and manage relationships with channel partners
Identify and engage security leadership and budget owners
Lead consultative discovery to understand customer security workflows
Develop ROI-driven business cases and value propositions
Design and execute proof-of-concepts
Partner with Field Engineering, Product, Engineering, and Marketing
Provide customer and market insights to influence product strategy
Position the AI-driven platform against legacy tooling and manual workflows

Required qualifications

10+ years of quota-carrying sales experience in cybersecurity, SaaS, or AI/ML solutions
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
History of building pipeline through outbound prospecting, territory development, and strategic account planning
Success selling through channel partners
Experience selling to senior security leadership and executive stakeholders
Strong consultative selling skills
Comfort selling technical, AI-driven products in ambiguous environments
Technical fluency across cybersecurity tooling, integrations, APIs, and data/security infrastructure
Experience driving land-and-expand strategies
Experience using CRM tools (e.g., Salesforce, HubSpot)

Nice to have

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

Benefits

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
Remote-first culture
One-time home office stipend

About the company

Andesite is a Human-AI SOC that empowers SOC teams to build agents and oversee AI-driven automations. The company is FedRAMP Certified Class D (High) and SOC 2 Type II.