Sales Director – State & Local Government

RegScale

Sales Director in charge of executing SLED GTM strategy for RegScale's compliance platform. Seeking someone with strong SLED sales experience for government and education sectors.

Posted 6/25/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

SaaS salesenterprise software salespipeline managementforecastingcontract negotiationsales methodologyaccount planningopportunity creationcompliance frameworksprocurement processes

Soft Skills

executive presencerelationship buildingcross-functional collaborationstrategic thinkingindependent operationcommunicationinfluencenegotiationproblem-solvingadaptability

Tools & Technologies

CRMsales processespipeline coverage toolsmarketing alignment toolsevent management platformsforecasting toolscontract management systemscollaborative softwaredata analysis toolscustomer engagement platforms

Industry Keywords

SLEDNISTCJISFERPAStateRAMPGovRAMPcooperative contractsNASPO ValuePointE-Ratepublic sector

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

10+ years of SaaS / Enterprise Software Sales experience including at least 5+ years focused on selling into SLED markets
Proven track record of closing multi-million dollar SLED contracts and maintaining strong pipeline coverage
Deep knowledge of SLED procurement processes, budgeting cycles, cooperative purchasing vehicles, NASPO ValuePoint, state contract vehicles, E-Rate, and partner-led procurement strategies.
Existing network of SLED security, compliance, and IT contacts across state agencies, local governments, and higher education institutions
Strong executive presence with demonstrated ability to engage CISOs, CIOs, agency executives, and procurement leadership.
Strong understanding of NIST, CJIS, FERPA, StateRAMP/GovRAMP, and other relevant SLED cybersecurity and compliance frameworks
Proven ability to operate independently in a high-growth environment, balancing strategic account planning with hands-on prospecting and opportunity creation.
Experience working with systems integrators, channel partners, and public sector resellers
Ability to create and execute a SLED 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 SLED customer engagements and industry events.

Benefits

Comp & perks

generous compensation package
significant stock options