RegScale

Customer Success Manager

• Own and drive GRR, NRR, and logo retention across the customer base
• Ensure adoption by leveraging SME in the RegScale platform to ensure value recognition by the customer
• Build and manage the expansion pipeline, surfacing and closing upsell and cross-sell opportunities
• Partner with Account Executives on the renewal motion to protect and grow existing accounts
• Manage the relationship with accounts, ensuring customers realize measurable value from the RegScale platform
• Establish and monitor customer health metrics to identify risk early and prioritize resources against high-value accounts
• Build the customer success playbooks, processes, and infrastructure needed to scale the function—and the team—as the business grows
• Maintain and update the CRM with accurate account, renewal, and expansion detail across your portfolio
• Serve as a GRC subject matter expert, educating customers on the RegScale approach and enabling internal resources with industry best practices
• Partner cross-functionally with Sales, Product, and Services to align customer success strategy with company objectives

VP of Customer Success

Full-stack Engineer

• Own the lifecycle of partner integrations—from evaluation through launch and ongoing optimization.
• Conduct technical assessments, demos, and validation of partner solutions.
• Develop technical business cases and "better together" value propositions.
• Partner with Product and Engineering to scope, prioritize, and deliver integrations aligned to customer and partner needs.
• Drive continuous improvement through enhancements, new features, and roadmap alignment.
• Act as the internal Subject Matter Expert (SME) for all alliance integrations.
• Enable Sales and Solution Engineering (SE) teams on integration use cases, value, demo execution, and positioning.
• Provide hands-on support for strategic deals requiring integration expertise, or transfer knowledge to SEs to support these motions.
• Build scalable enablement assets (demo scripts, playbooks, solution briefs).
• Work directly with internal and partner technical and product teams to define integration requirements, ensure successful build and deployment, and align on roadmap dependencies and future capabilities.
• Enable partner SEs and technical teams to confidently demo and position joint solutions.
• Serve as the primary technical liaison for alliance partners.
• Develop joint solutions, bundled offerings, and compelling "better together" messaging.
• Ensure visibility across partner channels, including partner websites, marketplaces, and solution offerings.
• Support and execute joint marketing initiatives such as webinars, events, campaigns, and co-selling programs.
• Partner with VARs, Services, and other partners to embed integrations into broader solutions and expand reach and pipeline generation.
• Drive integration-led pipeline creation through joint selling motions, partner referrals, and co-sell opportunities.
• Represent RegScale at partner and industry events.
• Present the technical and business value of integrations to customers and partners.
• Anticipate market direction and align RegScale and partner roadmaps ("skate to where the puck is").

Tech Alliance Partner Lead

Advisor

• Provide comprehensive post-sales onboarding assistance ensuring customers reach full production readiness and achieve long-term adoption.
• Lead solution workshops with customers to identify key requirements/objectives and develop prescriptive strategies to address customer needs.
• Configure and demonstrate the RegScale platform for customers.
• Work with ecosystem partners on integrations, digitizing frameworks, and bringing risk and compliance programs to production in the RegScale platform.
• Develop and provide customer training to ensure successful platform adoption and utilization.
• Capture and relay customer requirements to the Product team to inform future enhancements, while also supporting product development by piloting new offerings.
• Work with existing customer base to assist Customer Success team with increasing platform utilization and expansion opportunities.
• Provide technical responses to customer and prospect inquiries, including support for RFPs, RFIs, SOWs for RegScale’s Sales team.

Solution Advisor

Sales

• Execute RegScale's SLED go-to-market strategy by developing territory plans, building pipeline, and driving new customer acquisition.
• Own and expand the SLED sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships
• Maintain a minimum 4x pipeline coverage ratio and consistently progress opportunities through a structured sales methodology.
• Maintain accurate forecasts, opportunity plans, and executive account strategies using CRM and established sales processes.
• Navigate SLED procurement processes, including state purchasing regulations, cooperative contracts, and relevant compliance frameworks such as NIST, CJIS, FERPA, and StateRAMP/GOVRamp
• Build and maintain executive-level relationships with key decision-makers, including CISOs, IT Directors, Compliance Officers, and procurement officials across state agencies, municipalities, and educational institutions
• Work cross-functionally with marketing, product, and engineering teams to align product capabilities with SLED compliance requirements
• Collaborate with channel partners, systems integrators, and public sector resellers to identify opportunities, influence requirements, and accelerate deal closure.
• Represent RegScale at SLED industry events, conferences, and briefings (e.g., NASCIO, EDUCAUSE, NGA) to drive brand awareness and market positioning
• Continually evolve our scalable sales processes, including pipeline management, forecasting, and deal execution

Sales Director – State & Local Government

• Developing and executing the Aerospace & Defense Go-to-Market (GTM) strategy
• Owning and expanding the A&D sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships
• Navigating A&D and DIB procurement processes, including DFARS, CMMC, ITAR, and other regulatory and compliance frameworks relevant to defense contractors
• Building and maintaining executive-level relationships with key decision-makers, including CISOs, ISSOs, Compliance Officers, and procurement officials
• Working cross-functionally with marketing, product, and engineering teams to align product capabilities with A&D compliance requirements
• Establishing and growing partnerships with systems integrators (SIs), resellers, and technology providers to expand RegScale's reach across the Aerospace and Defense Market
• Representing RegScale at A&D industry events, conferences, and briefings to drive brand awareness and market positioning
• Evolving scalable sales processes, including pipeline management, forecasting, and deal execution

Federal Sales Director – Aerospace & Defense

Solutions Engineer

• Provide comprehensive post-sales onboarding assistance, ensuring customers reach full production readiness and achieve long-term adoption.
• Participate in solution workshops with customers to identify key requirements and objectives and help shape prescriptive technical strategies to address their needs.
• Develop Python scripts to load customer data and integrate RegScale with external commercial tools and platforms.
• Create, maintain, and document product integration scripts to support ongoing platform extensibility and customer use cases.
• Develop technical solutions and demonstrate the RegScale platform in both customer engagement and sales support scenarios.
• Deliver customer training to support successful platform adoption and ongoing user enablement.
• Capture and communicate customer technical requirements to the Product team to inform future enhancements, while actively supporting product development by piloting and testing new features.
• Enable the Customer Success team by creating technical training for customers that include product demonstrations, example code, and hands-on exercises.
• Collaborate with the Customer Success team to support existing customers by increasing platform utilization and identifying expansion opportunities.
• Provide responsive technical support to customers, helping troubleshoot issues and guide resolution.

VP of Customer Success

Tech Alliance Partner Lead

Solution Advisor

Sales Director – State & Local Government

Federal Sales Director – Aerospace & Defense

Senior Technical Solutions Engineer