RegScale
RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations bridge security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience improvements such as faster ATO times and reduced audit prep. Automating the ATO process can lower costs and enable innovation within the Federal space.
Position:
Do you have experience selling into federal agencies? If so, join RegScale as Federal Sales Director - DoD. You will develop and execute the Federal DoD GTM strategy, drive new customer acquisition, and expand RegScale’s presence across the Department of Defense. This is a high-impact, strategic role requiring a mix of DoD sales expertise and hands-on execution. You will collaborate with executive leadership, product, marketing, and partner teams to ensure Federal agencies can accelerate compliance and security automation with RegScale’s cutting-edge CCM platform. This position requires U.S. Citizenship and is subject to a background check and unannounced drug testing requirements. The role is remote-first, but candidates must be located in the Washington, D.C. metro area, and will require travel to federal customer sites, RegScale offices, and industry events. We recognize that sales is critical to our company’s success and have created a generous compensation package, including a competitive OTE with significant stock options to recruit exceptional talent. Key Responsibilities
Develop and execute the Federal DoD Go-to-Market (GTM) strategy Own and expand the Federal sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships Navigate Federal procurement processes, including FAR, DFARS, FedRAMP, ATO, and other regulatory frameworks Build and maintain executive-level relationships with key decision-makers, including CISOs, ISSOs, AOs, and procurement officials Work cross-functionally with marketing, product, and engineering teams to align product capabilities with Federal compliance requirements Establish and grow partnerships with systems integrators (SIs), resellers, and technology providers to expand RegScale’s reach in the Federal sector Represent RegScale at Federal industry events, conferences, and briefings to drive brand awareness and market positioning Continually evolve scalable sales processes, including pipeline management, forecasting, and deal execution Qualifications & Experience
8+ years of SaaS / Enterprise Software Sales experience, with at least 5+ years focused on selling into the DoD Proven track record of building and leading winning teams, capable of closing multi-million-dollar Federal contracts and maintaining pipeline coverage Deep knowledge of Federal procurement, budgeting cycles, and contract vehicles (GSA, SEWP, IDIQs, OTAs, etc.) Existing network of Federal security and compliance contacts Strong understanding of FedRAMP, NIST, CMMC, ATO processes, and cybersecurity compliance frameworks Experience working with systems integrators, channel partners, and public sector resellers Ability to create and execute a Federal GTM strategy while rolling up your sleeves to drive pipeline and close deals Demonstrated success in a fast-growing SaaS startup environment is a plus Willingness to travel as needed for Federal customer engagements and industry events U.S. Citizenship required; ability to obtain or currently hold a security clearance is a plus EEO / Compliance RegScale is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, or veteran status. U.S. Citizenship required; ability to obtain security clearance is a plus.
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Do you have experience selling into federal agencies? If so, join RegScale as Federal Sales Director - DoD. You will develop and execute the Federal DoD GTM strategy, drive new customer acquisition, and expand RegScale’s presence across the Department of Defense. This is a high-impact, strategic role requiring a mix of DoD sales expertise and hands-on execution. You will collaborate with executive leadership, product, marketing, and partner teams to ensure Federal agencies can accelerate compliance and security automation with RegScale’s cutting-edge CCM platform. This position requires U.S. Citizenship and is subject to a background check and unannounced drug testing requirements. The role is remote-first, but candidates must be located in the Washington, D.C. metro area, and will require travel to federal customer sites, RegScale offices, and industry events. We recognize that sales is critical to our company’s success and have created a generous compensation package, including a competitive OTE with significant stock options to recruit exceptional talent. Key Responsibilities
Develop and execute the Federal DoD Go-to-Market (GTM) strategy Own and expand the Federal sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships Navigate Federal procurement processes, including FAR, DFARS, FedRAMP, ATO, and other regulatory frameworks Build and maintain executive-level relationships with key decision-makers, including CISOs, ISSOs, AOs, and procurement officials Work cross-functionally with marketing, product, and engineering teams to align product capabilities with Federal compliance requirements Establish and grow partnerships with systems integrators (SIs), resellers, and technology providers to expand RegScale’s reach in the Federal sector Represent RegScale at Federal industry events, conferences, and briefings to drive brand awareness and market positioning Continually evolve scalable sales processes, including pipeline management, forecasting, and deal execution Qualifications & Experience
8+ years of SaaS / Enterprise Software Sales experience, with at least 5+ years focused on selling into the DoD Proven track record of building and leading winning teams, capable of closing multi-million-dollar Federal contracts and maintaining pipeline coverage Deep knowledge of Federal procurement, budgeting cycles, and contract vehicles (GSA, SEWP, IDIQs, OTAs, etc.) Existing network of Federal security and compliance contacts Strong understanding of FedRAMP, NIST, CMMC, ATO processes, and cybersecurity compliance frameworks Experience working with systems integrators, channel partners, and public sector resellers Ability to create and execute a Federal GTM strategy while rolling up your sleeves to drive pipeline and close deals Demonstrated success in a fast-growing SaaS startup environment is a plus Willingness to travel as needed for Federal customer engagements and industry events U.S. Citizenship required; ability to obtain or currently hold a security clearance is a plus EEO / Compliance RegScale is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, or veteran status. U.S. Citizenship required; ability to obtain security clearance is a plus.
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