Federal Sales Director - DoW

8+ years of SaaS / Enterprise Software Sales experience At least 5+ years focused on selling into the DoD Proven track record of building and leading winning teams Deep knowledge of Federal procurement, budgeting cycles, and contract vehicles (GSA, SEWP, IDIQs, OTAs, etc.) Existing network of Federal security and compliance contacts Strong understanding of FedRAMP, NIST, CMMC, ATO processes, and cybersecurity compliance frameworks Experience working with systems integrators, channel partners, and public sector resellers Ability to create and execute a Federal GTM strategy Demonstrated success in a fast-growing SaaS startup environment is a plus Willingness to travel as needed U.S. Citizenship required

Develop and execute the Federal DoD Go-to-Market (GTM) strategy Own and expand the Federal sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships Navigate Federal procurement processes, including FAR, DFARS, FedRAMP, ATO, and other regulatory frameworks Build and maintain executive-level relationships with key decision-makers Work cross-functionally with marketing, product, and engineering teams Establish and grow partnerships with systems integrators (SIs), resellers, and technology providers Represent RegScale at Federal industry events, conferences, and briefings Continually evolve scalable sales processes, including pipeline management, forecasting, and deal execution