Note: The job is a remote job and is open to candidates in USA. RegScale is a continuous controls monitoring platform focused on delivering efficient GRC outcomes. As the Federal Sales Director for Aerospace & Defense, you will develop and execute the A&D Go-to-Market strategy, drive customer acquisition, and expand the company's presence in the Defense Industrial Base.
Responsibilities
- Assist in developing and executing the Aerospace & Defense Go-to-Market (GTM) strategy
- Own and expand the A&D sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships
- Navigate A&D and DIB procurement processes, including DFARS, CMMC, ITAR, and other regulatory and compliance frameworks relevant to defense contractors
- Build and maintain executive-level relationships with key decision-makers, including CISOs, ISSOs, Compliance Officers, and procurement officials
- Work cross-functionally with marketing, product, and engineering teams to align product capabilities with A&D compliance requirements
- Establish and grow partnerships with systems integrators (SIs), resellers, and technology providers to expand RegScale's reach across the Aerospace and Defense Market
- Represent RegScale at A&D industry events, conferences, and briefings to drive brand awareness and market positioning
- Continually evolve our scalable sales processes, including pipeline management, forecasting, and deal execution
Skills
- 10+ years of SaaS / Enterprise Software Sales experience, with at least 5+ years focused on selling into Aerospace & Defense or the broader Defense Industrial Base
- Proven track record of closing multi-million dollar A&D contracts and maintaining strong pipeline coverage
- Existing network of A&D security, compliance, and IT contacts across prime contractors, subcontractors, and DIB organizations
- Strong understanding of CMMC, DFARS 252.204-7012, NIST SP 800-171, ITAR, CUI handling requirements, and other A&D cybersecurity and compliance frameworks
- Partnership Ecosystem Knowledge: Deep understanding of the Aerospace & Defense partner ecosystem, including prime contractors, systems integrators, and technology partners. Proven ability to develop and leverage strategic partnerships to deliver differentiated solutions, expand market reach, and support customer mission objectives
- Ability to create and execute an A&D GTM strategy while rolling up your sleeves to drive pipeline and close deals
- Demonstrates strong executive presence with a proven track record of delivering results
- Willingness to travel as needed for A&D customer engagements and industry events
- Demonstrated success in a fast-growing SaaS startup environment is a plus
- Ability to obtain or currently hold a security clearance is a plus
Benefits
- Generous compensation package
- Competitive OTE with significant stock options
- Remote-first role
- Travel to customer sites, RegScale offices, and industry events
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