Founding Federal Sales Director, Cloud Security, Remote

Founding Federal Sales Director, Cloud Security, Remote

Our client is building the Cloud Security Control Plane for the enterprise—the future of cloud security is native.

They help organizations harness the full power of the built-in security controls already inside AWS, Azure, Google Cloud, and OCI. Instead of bolting on yet another detection tool that creates more alerts and toil, our client translates high-level security outcomes into preventive, intent-driven guardrails enforced directly at the architecture layer.

Their unified platform lets security teams define policy once, simulate impact before deployment, operationalize consistent enforcement across multi-cloud environments, and keep controls aligned as things evolve—dramatically reducing risk, eliminating configuration drift, enforcing compliance by design, and freeing teams to move fast on cloud and AI innovation. Backed by $41M from top investors like Ballistic Ventures, and built by veteran leaders from AWS Security (including the former product lead for GuardDuty), they are a fast-moving team turning "secure-by-design" from aspiration into reality for large enterprises.

The Role

As a Founding Federal Sales Director, you'll take full ownership of the sales cycle in the U.S.—from creating pipeline to closing strategic enterprise deals. You'll be the first GTM hire in the Federal space, acting as a trusted representative to customers, prospects, and partners. This is a high-ownership role for someone who thrives in ambiguity, enjoys building from zero, and knows how to navigate complex enterprise security sales. You'll work closely with leadership, product, and technical teams to shape pricing, positioning, and repeatable sales processes—while turning early traction into long-term customer relationships.

Requirements

What we're looking for:

• Federal sales expertise
• You have 5+ years of experience selling B2B cybersecurity solutions, ideally in early-stage or high-growth startups, with cloud security experience preferred.
• You've helped take a product from early traction to meaningful revenue milestones (e.g., $1M → $10M ARR).
• You're comfortable running full-cycle enterprise sales—prospecting, discovery, negotiation, and close.
• You've sold complex technical products to large organizations and built trusted relationships with CISOs, security leaders, and compliance stakeholders.
• You operate independently and confidently in high-ambiguity environments, including being the first U.S.-based team member.
• You communicate clearly and persuasively and can translate product value into compelling customer stories.
• You're deeply customer-focused and enjoy collaborating with technical teams to solve real security problems.
• You actively leverage AI and modern sales tools to prioritize, engage, and close more effectively.
• You have experience working with and leveraging channel partners within your territory.

What We Offer

• Competitive compensation with meaningful early-stage equity.
• A rare opportunity to be one of the first U.S. sales hire at a fast-growing, well-funded cybersecurity startup that just emerged from stealth with $42M.
• Direct influence on product direction, GTM strategy, and how the company scales in the world's largest market.
• Close collaboration with experienced founders (AWS Security veterans) and a team of world-class security experts and operators.
• Flexibility, autonomy, and the chance to build something foundational in the next chapter of cloud security—preventive, native, and built for the multi-cloud + AI era.

If you're excited about shaping the future of enterprise cloud security and want to own a massive opportunity from the ground up, we'd love to talk. Join us in making secure-by-design the default for every cloud environment.