Regional Director – Federal Sales, DoD, IC

🕒 August 27

🇺🇸 United States – Remote

💵 $201k - $281.5k / year

⏰ Full Time

🔴 Lead

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 0%

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Recorded Future

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2010

💼 Consulting

🎖️ Defense

📦 Logistics

💰 $25M Series E on 2017-10

Consulting • Defense • Logistics

Recorded Future is a leading provider of threat intelligence solutions, helping organizations see and prioritize potential threats in real-time so they can act to prevent attacks. Trusted by governments and large enterprises, Recorded Future offers comprehensive, unbiased threat intelligence that is used to secure critical infrastructure worldwide. Using their Intelligence Graph and cloud platform, they deliver timely and actionable insights by analyzing and structuring threat data from across the internet. Their services are crucial in mitigating risks such as ransomware attacks, digital risks, and supply chain vulnerabilities. With a strong reputation recognized by industry analysts, they stand at the forefront of modern defense solutions by integrating AI into security workflows.

📋 Description

• Own the Department of Defense and Intelligence Community business end to end, including new customer acquisition, renewals, expansion, and revenue performance • Assess account health, pipeline, whitespace, coverage, and resources, and create regional, territory, and account plans • Lead, coach, and develop Account Directors and Associate Account Directors • Shape the team and coverage model for long-term success • Deepen relationships across customer organizations and understand agency missions, stakeholders, acquisition environments, and growth potential • Improve the team’s fluency in federal acquisition regulations, funding sources, budget cycles, contracting vehicles, and partner pathways • Establish disciplined pipeline generation, MEDDPICC execution, deal inspection, and forecasting using Salesforce, Clari, Gong, and other sales systems • Lead strategic opportunities, including executive engagement, discovery, deal strategy, pricing, negotiation, and complex federal procurement • Partner with Sales Engineering, Intelligence Services, Channel, Marketing, Product, and Sales Operations

🎯 Requirements

• 10+ years of enterprise software, technology solutions and services and/or cybersecurity sales experience • At least 3 years leading frontline sales teams • Substantial experience selling into the Department of Defense and/or Intelligence Community • Deep understanding of federal acquisition regulations, agency buying processes, funding sources, budget cycles, contracting vehicles, and partner-led routes to market • Track record of developing or transforming an underpenetrated federal business, creating pipeline, strengthening account coverage, and producing measurable revenue growth • Experience evaluating mixed-tenure teams, developing emerging talent, recruiting and retaining strong sellers, and making talent or coverage decisions • Success building multi-threaded customer relationships and connecting product and services capabilities to mission outcomes • Strong command of MEDDPICC, territory and account planning, pipeline management, forecasting, and complex multi-stakeholder sales cycles • Experience selling enterprise solutions and services involving situation awareness, information security, cybersecurity, threat intelligence, or other mission-critical technology • Willingness to travel regularly across the United States • Proven strategic communication and credibility with senior government stakeholders, SI and reseller partners, sales and captures teams, and internal executives

🏖️ Benefits

• Incentive compensation eligibility • Equity eligibility • Medical insurance • Dental insurance • Vision insurance • Life insurance • 401K • Diversity, inclusion, and equal opportunity workplace • Application accommodations and special assistance