Regional Sales Director - Federal

This role is remote, however qualified candidates must be located in the DC Metro area.

In the federal mission space, SpyCloud supports U.S. Cyber Command, the Intelligence Community, the FBI, and agencies across the Department of Defense and the broader federal civilian and law-enforcement enterprise — directly and through the systems integrators and defense industrial base partners that deliver capability to government. Our solutions — including VELA, IDLink, Investigator, and Compass — are aligned to NIST SP 800-207 (Zero Trust), CSF 2.0, SP 800-53, and CIS v8. SpyCloud holds a DCSA Top Secret facility clearance and operates with the rigor federal programs demand. We are driven, focused, grounded, insightful, inventive, and united — and we are growing our federal sales team.

The Federal Regional Sales Director is a quota-carrying, direct-sales contributor who owns SpyCloud's revenue and relationships across an assigned territory of Federal Systems Integrator (FSI) and Defense Industrial Base (DIB) accounts — companies such as Lockheed Martin, RTX (Raytheon), Leidos, Northrop Grumman, Peraton, SAIC, and Boeing. You win two ways: selling SpyCloud to these organizations for their own enterprise and supply-chain protection (Sell-To), and discovering opportunities where they carry SpyCloud through to government customers and end users via their contracts, RFPs, and programs (Sell-Through).

This role demands existing, trusted relationships with these accounts' CIOs, CISOs, and business development teams; proven cyber, technology, and federal sales experience; and the executive presence to operate credibly at the C-suite. It is based in the Washington, D.C. metro area and requires a willingness to travel.

What You'll Do:

• 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:

• 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.

Nice to Have:

• Active Top Secret clearance, or must have held a Top Secret clearance held within the past 24 months that can be quickly reactivated (strongly desired).
• U.S. citizenship is required for clearance eligibility. Any clearance, reactivation, or program access required by SpyCloud's customers is a condition of the related work.
• Experience selling identity threat intelligence or SaaS-based cybersecurity into the federal and DIB markets.
• An established network across the FSI/DIB capture, business development, and program communities.
• Familiarity with Zero Trust (NIST SP 800-207), CSF 2.0, SP 800-53, and CIS v8.
• Structured sales-methodology certification (MEDDIC/MEDDPICC, Challenger, or similar).
• An advanced degree is a plus.

Base Salary Range: $127,000 – $165,000

On Target Earnings (OTE): $254,000 – 330,000

OTE is reflecting base salary plus variable commission at expected performance levels. Actual earnings will vary based on individual performance.

The salary range reflects the expected base compensation for a fully qualified candidate at this level based on experience, qualifications, and market data at the time of posting.