Federal Regional Sales Manager

Accountabilities:: Own the full sales cycle across an assigned U.S. federal territory, from prospecting and opportunity creation through negotiation and closing. Build, maintain, and continuously develop a healthy pipeline of enterprise and mid-market federal opportunities. Execute regional go-to-market strategies aligned with revenue objectives and territory priorities. Lead customer discovery, product demonstrations, and tailored security and return-on-investment discussions. Build trusted relationships with CISOs, SOC leaders, security analysts, IT executives, and other federal decision-makers. Navigate complex cybersecurity environments, stakeholder groups, procurement processes, and federal buying cycles. Partner with Sales Engineering to deliver compelling technical presentations, demonstrations, and proofs of concept. Collaborate with Marketing on regional events, webinars, campaigns, and other demand-generation initiatives. Share customer insights, competitive intelligence, and market feedback with Product and leadership teams. Maintain accurate CRM records and ensure timely updates to pipeline, opportunities, forecasts, and deal progression. Report regularly on territory performance, pipeline health, regional activity, and sales forecasts. Help shape and refine the federal go-to-market strategy based on customer needs, market developments, and competitive intelligence. Requirements: 5+ years of enterprise sales experience within the SOC cybersecurity space. Demonstrated experience selling into the DoD and Federal CSSP/CSP landscape. Experience working with federal organizations including DISA, Department of War/Army/Navy, and DHS. Strong understanding of federal acquisition, procurement, and contracting processes. Proven track record of consistently meeting or exceeding annual sales quotas. Strong knowledge of cybersecurity challenges, SOC workflows, and security technologies such as SIEM, SOAR, and EDR. Ability to explain complex AI, automation, and cybersecurity concepts in clear, outcome-focused language. Excellent negotiation, communication, presentation, and consultative selling skills. Strategic approach to territory planning, pipeline development, forecasting, and account management. Strong relationship-building skills with the ability to act as a trusted advisor to customers. Resilient, coachable, collaborative, and comfortable working across cross-functional teams. Data-driven approach to sales management and decision-making. Ability to operate effectively in an early-stage startup environment characterized by ambiguity, rapid execution, and changing priorities. TS/SCI clearance is a plus. U.S. work authorization is required; the role does not indicate sponsorship. Benefits: Base salary range of $170,000–$200,000 USD. Variable compensation range of $170,000–$200,000 USD. Significant total earning potential through a combination of base and variable compensation. Opportunity to shape federal go-to-market strategy within a rapidly developing AI and cybersecurity environment. Remote position within the United States. DC Metro-area location is favorable but not currently required. Opportunity to work closely with experienced teams across cybersecurity, AI/ML, SaaS, sales engineering, marketing, product, and leadership.