Federal Sales Director - DoW / Aerospace & Defense

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 200,000% faster ATO times, and 60% less audit prep. Automating the ATO process is one of the greatest cost savings opportunities and enabler of innovation within the US Government. Position Do you have experience selling into federal agencies? Are you a high‑activity seller who thrives on delivering value with disruptive tech solutions? If so, we have the position for you at an innovative startup that is transforming the compliance industry! As Federal Sales Director - Aerospace & Defense, you will be responsible for developing and executing our Federal GTM strategy, driving new customer acquisition, and expanding RegScale’s presence across Aerospace & Defense. This is a high‑impact, strategic role requiring a mix of A&D sales expertise and hands‑on execution. You will work closely with our executive leadership, product, marketing, and partner teams to ensure the Defense Industrial Base can accelerate compliance and security automation with RegScale’s cutting‑edge CCM platform. This position requires U.S. Citizenship and is subject to a background check and unannounced drug testing requirements. The role is remote‑first, but candidates must be located in the Washington, D.C. metro area, and will require travel to federal customer sites, RegScale offices, and industry events. We recognize that sales is critical to our company’s success and have created a generous compensation package, including a competitive OTE with significant stock options. Key Responsibilities Develop and execute the Federal 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, including CISOs, ISSOs, AOs, and procurement officials. Work cross‑functionally with marketing, product, and engineering teams to align product capabilities with Federal compliance requirements. Establish and grow partnerships with systems integrators (SIs), resellers, and technology providers to expand RegScale’s reach in the Federal sector. Represent RegScale at Federal industry events, conferences, and briefings to drive brand awareness and market positioning. Continually evolve our scalable sales processes, including pipeline management, forecasting, and deal execution. Qualifications & Experience 8+ years of SaaS / Enterprise Software Sales experience, with at least 5+ years focused on selling into the DoW. Proven track record of building and leading winning teams, capable of closing multi‑million dollar Federal contracts and maintaining pipeline coverage requirements. 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 while rolling up your sleeves to drive pipeline and close deals. Demonstrated success in a fast‑growing SaaS startup environment is a plus. Willingness to travel as needed for Federal customer engagements and industry events. U.S. Citizenship required; ability to obtain or currently hold a security clearance is a plus. EEO Statement As set forth in RegScale’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law. Voluntary Self‑Identification of Veterans If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service‑connected disability. A "recently separated veteran" means any veteran during the three‑year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service. An "active‑duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. Voluntary Self‑Identification of Disability Form CC‑305. We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. Why are you being asked to complete this form? The law requires us to measure our progress towards this goal and to comply with the requirement that we ask applicants whether they have a disability. Completion is voluntary and confidential. Alcohol or other substance use disorder (not currently using drugs illegally). Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS. Blind or low vision. Cancer (past or present). Cardiovascular or heart disease. Celiac disease. Cerebral palsy. Deaf or serious difficulty hearing. Diabetes. Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders. Epilepsy or other seizure disorder. Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome. Intellectual or developmental disability. Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD. Missing limbs or partially missing limbs. Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports. Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS). Neurodivergence, for example, attention‑deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities. Partial or complete paralysis (any cause). Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema. Short stature (dwarfism). Traumatic brain injury. #J-18808-Ljbffr