Regional Director, Federal Sales, Civilian

The role

You will lead the federal Civilian business by owning the end to end strategy for customer acquisition, renewals, and expansion. You will manage a seven-person sales team and develop regional, territory, and account plans.

What you will do

• Own the federal Civilian business end to end
• Define and execute strategy for new customer acquisition, renewals, and expansion
• Assess account health, pipeline, whitespace, coverage, and resources
• Lead, coach, and develop a team of Account Directors and Associate Account Directors
• Deepen relationships across customer organizations
• Elevate team fluency in federal acquisition regulations and processes
• Establish disciplined pipeline generation and forecasting through sales systems
• Lead strategic opportunities including discovery, pricing, and negotiation
• Partner with Sales Engineering, Intelligence Services, Channel, Marketing, Product, and Sales Operations

Required qualifications

• 10+ years of enterprise software, technology solutions and services and/or cybersecurity sales experience
• At least three years leading frontline sales teams
• Substantial experience selling into federal civilian agencies
• Deep understanding of federal acquisition regulations, agency buying processes, funding sources, budget cycles, and contracting vehicles
• Track record of developing or transforming an underpenetrated federal business
• Experience evaluating a mixed-tenure team and developing emerging talent
• Demonstrated success building multi-threaded relationships
• Strong command of MEDDPICC, territory and account planning, pipeline management, and forecasting
• Experience selling enterprise solutions and services revolving around situational awareness, information security, cybersecurity, or threat intelligence
• Willingness to travel regularly to engage customers, partners, and team members across the United States

Nice to have

• Experience selling across both product and services offerings

Benefits

• Incentive compensation
• Equity
• Medical
• Dental
• Vision
• Life insurance
• 401K

Before you apply

• Interview process for all final-round candidates requires a mandatory in-person interview or a live, scheduled video conference with the hiring manager

About the company

Recorded Future is an intelligence company with 1,000+ professionals serving over 1,900 clients worldwide.