Note: The job is a remote job and is open to candidates in USA. SpyCloud is on a mission to make the internet a safer place by disrupting the criminal underground. The Federal Regional Sales Director is responsible for owning revenue and relationships across Federal Systems Integrator and Defense Industrial Base accounts, driving both direct enterprise sales and discovering opportunities for government customers.
Responsibilities
- Own the territory
- Carry the number. Own quota, pipeline, and forecast for an assigned portfolio of Federal Systems Integrator and Defense Industrial Base accounts (the Assigned Customers)
- Build the account plans. Develop and execute strategic account plans that map each organization's business, security priorities, and federal programs to SpyCloud's value
- Generate new business. Prospect, qualify, and close net-new opportunities while maintaining a healthy multi-quarter pipeline well above quota coverage
- Sell-To: direct enterprise sales
- Protect the integrator. Sell SpyCloud to assigned FSI/DIB organizations for their own identity threat protection — workforce, enterprise, and supply-chain exposure — earning full Sell-To quota credit
- Run complex cycles. Lead multi-stakeholder, multi-month sales cycles across security, IT, procurement, and program organizations through to signature and deployment
- Sell-Through: discover & source pull-through
- Find the pull-through. Identify and source opportunities in which assigned accounts carry SpyCloud through to government customers and end users via their contracts, RFPs, task orders, and programs
- Originate and hand off. Register and qualify Sell-Through opportunities, then coordinate with the responsible end-customer account team to advance them — earning the 10–20% origination split
- Shape the requirement. Engage integrators' capture and BD teams early to position SpyCloud into their solutions, proposals, and teaming constructs
- Executive relationships
- Own the C-suite. Cultivate and expand trusted relationships with CIOs, CISOs, and business development leaders across assigned accounts, and become their go-to for identity threat intelligence
- Be a peer, not a vendor. Bring insight, threat context, and a point of view senior executives value, and represent SpyCloud credibly at the executive level
- Cross-functional execution
- Bring the right team. Engage solutions engineering, channel/distribution (e.g., Carahsoft), product, and marketing to advance and close deals
- Forecast with discipline. Maintain accurate CRM hygiene, pipeline, and forecasts, applying a structured sales methodology (e.g., MEDDIC/MEDDPICC)
- Represent SpyCloud. Attend and work the industry, partner, and government events where these accounts engage
Skills
- 10+ years of successful, quota-carrying sales to Federal Systems Integrators and the Defense Industrial Base, with a documented record of attainment and large, complex wins
- Existing C-level relationships at target accounts — Lockheed Martin, RTX (Raytheon), Leidos, Northrop Grumman, Peraton, SAIC, Boeing, and peer firms — specifically with CIOs, CISOs, and business development teams
- Cyber and technology sales experience — selling cybersecurity, identity, threat intelligence, data, or related technology solutions
- Federal government sales experience — fluency with how the FSI/DIB ecosystem wins and delivers federal programs (primes and subs, teaming, contracts, RFPs, and task orders)
- Both direct and channel/sell-through motions — a proven ability to sell to an organization and to source pull-through revenue through it
- Washington, D.C. metro residence (required)
- Willingness to travel to assigned accounts, partner sites, and industry events - estimated up to ~50%
- Executive presence and consultative, value-based selling skills; precise, bottom-line-up-front communication
- Bachelor's degree required (business, technology, or a related field) or equivalent professional experience
- Active Top Secret clearance, or must have held a Top Secret clearance held within the past 24 months that can be quickly reactivated (strongly desired)
- Experience selling identity threat intelligence or SaaS-based cybersecurity into the federal and DIB markets
- An established network across the FSI/DIB capture, business development, and program communities
- Familiarity with Zero Trust (NIST SP 800-207), CSF 2.0, SP 800-53, and CIS v8
- Structured sales-methodology certification (MEDDIC/MEDDPICC, Challenger, or similar)
- An advanced degree is a plus
Benefits
- 401(k) with Employer Contribution
- Health, Vision, and Dental Insurance
- Health Savings Account (HSA) available with Employer Contribution
- Employer Paid Life, Short-term, and Long-term Disability Insurance
- Generous PTO Plan and 16 paid holidays per year
- Retirement Savings Plan with Employer Contribution
- Employer Provided Private Health Insurance and Healthcare Cashplan
- Employer Paid Life Insurance and Income Replacement
- Generous Holiday Plan and 14 paid holidays per year
- Flexible and remote-friendly work options
- Competitive salary package
Company Overview