We are looking for a hands-on federal sales builder to lead Recorded Future's Department of DoD and IC business at a pivotal moment. Reporting to our VP of US Government and backed by Mastercard's commitment to federal growth, you will inherit a seven-person sales team, an existing customer base, and significant whitespace across mission-critical agencies. You will own the business end to end, from new customer acquisition through renewals and expansion, while deepening customer relationships, strengthening federal acquisition fluency, improving, and expanding partner leverage. This is an opportunity to shape a newly dedicated US Government business unit and turn Recorded Future's government credibility into durable, predictable growth.
What you'll do as the Regional Sales Director, Federal - DoD & IC
- Own the DoD and IC business end to end, defining and executing the strategy for new customer acquisition, renewals, expansion, and overall revenue performance.
- Assess account health, pipeline, whitespace, coverage, and resources, translating your findings into clear regional, territory, and account plans.
- Lead, coach, and develop a team of Account Directors and Associate Account Directors, raising capability and accountability while shaping the team and coverage model required for long-term success.
- Deepen relationships across customer organizations and ensure the team understands each agency's mission, stakeholders, acquisition environment, and growth potential.
- Elevate 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 through Salesforce, Clari, Gong, and other sales systems.
- Lead from the front on strategic opportunities, supporting executive engagement, discovery, deal strategy, pricing, negotiation, and complex federal procurement.
- Partner closely with Sales Engineering, Intelligence Services, Channel, Marketing, Product, and Sales Operations to align resources, strengthen the federal ecosystem, and win within an evolving authorization and deployment environment.
What you'll bring as the Regional Sales Director, Federal - DoD & IC
- Federal Sales Leadership: 10+ years of enterprise software, technology solutions and services and/or cybersecurity sales experience, including at least three years leading frontline sales teams.
- DoD and IC Expertise: Substantial experience selling into the Department of Defense and/or Intelligence Community, with the breadth and credibility to lead a business spanning both.
- Federal Acquisition Fluency: Deep understanding of federal acquisition regulations, agency buying processes, funding sources, budget cycles, contracting vehicles, and partner-led routes to market.
- Business-Building Success: A track record of developing or transforming an underpenetrated federal business, creating pipeline, strengthening account coverage, and producing measurable revenue growth.
- Team Assessment and Development: Experience evaluating a mixed-tenure team, developing emerging talent, recruiting and retaining strong sellers, and making necessary talent or coverage decisions.
- Customer and Mission Depth: Demonstrated success building multi-threaded relationships, improving a team's understanding of its customers, and connecting product and services capabilities to mission outcomes.
- Predictable Sales Execution: Strong command of MEDDPICC, territory and account planning, pipeline management, forecasting, and complex, multi-stakeholder sales cycles.
- Cybersecurity and Services Experience: Experience selling enterprise solutions and services revolving around situation awareness, information security, cybersecurity, threat intelligence, or other mission-critical technology, ideally across both product and services offerings.
- Hands-On Leadership: A resilient, entrepreneurial player-coach who will remain close to customers, sellers, and live opportunities while building through ambiguity and change.
- Strategic Communication: Proven track record of earning credibility with senior government stakeholders, SI and reseller partners, sales and captures teams, and internal executives. Strong ability to translate complex federal requirements into clear business actions.
- Travel: Willingness to travel regularly to engage customers, partners, and team members across the United States.
The base salary range for this full-time position is $201,000 - $281,500Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K. Your recruiter can share more about the specific details of the compensation and benefit package during the hiring process.
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