Sales Director – State & Local Government

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RegScale

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11 - 50 employees

💰 $20M Series A on 2022-08

RegScale overcomes speed, timeliness, and cost effectiveness limitations in legacy GRC by bridging security, risk, and compliance through our Continuous Controls Monitoring platform.

📋 Description

• Execute RegScale's SLED go-to-market strategy by developing territory plans, building pipeline, and driving new customer acquisition. • Own and expand the SLED sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships • Maintain a minimum 4x pipeline coverage ratio and consistently progress opportunities through a structured sales methodology. • Maintain accurate forecasts, opportunity plans, and executive account strategies using CRM and established sales processes. • Navigate SLED procurement processes, including state purchasing regulations, cooperative contracts, and relevant compliance frameworks such as NIST, CJIS, FERPA, and StateRAMP/GOVRamp • Build and maintain executive-level relationships with key decision-makers, including CISOs, IT Directors, Compliance Officers, and procurement officials across state agencies, municipalities, and educational institutions • Work cross-functionally with marketing, product, and engineering teams to align product capabilities with SLED compliance requirements • Collaborate with channel partners, systems integrators, and public sector resellers to identify opportunities, influence requirements, and accelerate deal closure. • Represent RegScale at SLED industry events, conferences, and briefings (e.g., NASCIO, EDUCAUSE, NGA) to drive brand awareness and market positioning • Continually evolve our scalable sales processes, including pipeline management, forecasting, and deal execution

🎯 Requirements

• 10+ years of SaaS / Enterprise Software Sales experience including at least 5+ years focused on selling into SLED markets • Proven track record of closing multi-million dollar SLED contracts and maintaining strong pipeline coverage • Deep knowledge of SLED procurement processes, budgeting cycles, cooperative purchasing vehicles, NASPO ValuePoint, state contract vehicles, E-Rate, and partner-led procurement strategies. • Existing network of SLED security, compliance, and IT contacts across state agencies, local governments, and higher education institutions • Strong executive presence with demonstrated ability to engage CISOs, CIOs, agency executives, and procurement leadership. • Strong understanding of NIST, CJIS, FERPA, StateRAMP/GovRAMP, and other relevant SLED cybersecurity and compliance frameworks • Proven ability to operate independently in a high-growth environment, balancing strategic account planning with hands-on prospecting and opportunity creation. • Experience working with systems integrators, channel partners, and public sector resellers • Ability to create and execute a SLED 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 SLED customer engagements and industry events.

🏖️ Benefits

• generous compensation package • significant stock options