Regional Sales Director – Federal

SpyCloud

Federal Regional Sales Director leading sales efforts for SpyCloud's cybersecurity solutions in government agencies. Driving revenue growth while managing relationships with key Federal Systems Integrators and DIB accounts.

Posted 6/23/2026full-timeVirginia, Washington • 🇺🇸 United StatesLead💰 $127,000 - $165,000 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

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

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

salescybersecurityidentity threat intelligencedata solutionsfederal programsRFPstask orderssales methodologyMEDDICMEDDPICC

Soft Skills

executive presenceconsultative sellingvalue-based sellingcommunicationrelationship buildingstrategic planningcross-functional collaborationpipeline managementforecastingnegotiation