Federal Sales Director – Aerospace & Defense

RegScale

Federal Sales Director developing and executing A&D GTM strategy for RegScale. Driving customer acquisition and expanding presence across the Defense Industrial Base.

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

Tech Stack

Tools & technologies

Cyber SecurityGo

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

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
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
Demonstrated success in a fast-growing SaaS startup environment is a plus
Willingness to travel as needed for A&D customer engagements and industry events
Ability to obtain or currently hold a security clearance is a plus.

Benefits

Comp & perks

Generous compensation package
Competitive OTE with significant stock options

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

SaaS salesEnterprise software salesPipeline managementForecastingDeal executionA&D contract negotiationCMMCDFARSNIST SP 800-171ITAR

Soft Skills

Executive presenceRelationship buildingCross-functional collaborationStrategic thinkingNegotiationCommunicationProblem-solvingLeadershipResults-orientedAdaptability

Certifications

Security clearance