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Federal Sales Director - Aerospace & Defense

Remote; Tysons, Virginia, United States

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 90% faster certification times, and 60% less audit prep time. Today’s expansive security and compliance requirements can only be met with a modern, CCM based approach, and RegScale is the leader in that space. 

Position:

Do you have experience selling into Aerospace & Defense contractors? 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 A&D GTM strategy, driving new customer acquisition, and expanding RegScale's presence across the Defense Industrial Base. 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 A&D organizations 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 and will require travel to 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 to recruit exceptional talent committed to customer success. If you're ready to help redefine compliance in the A&D space, we want you on our team. 

Key Responsibilities: 

  • Assist in developing and executing the Aerospace & Defense Go-to-Market (GTM) strategy
  • Own and expand the A&D sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships
  • Navigate A&D and DIB procurement processes, including DFARS, CMMC, ITAR, and other regulatory and compliance frameworks relevant to defense contractors
  • Build and maintain executive-level relationships with key decision-makers, including CISOs, ISSOs, Compliance Officers, and procurement officials. 
  • Work cross-functionally with marketing, product, and engineering teams to align product capabilities with A&D compliance requirements
  • Establish and grow partnerships with systems integrators (SIs), resellers, and technology providers to expand RegScale's reach across the Aerospace and Defense Market 
  • Represent RegScale at A&D 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: 

  • 10+ years of SaaS / Enterprise Software Sales experience, with at least 5+ years focused on selling into Aerospace & Defense or the broader Defense Industrial Base
  • Proven track record of closing multi-million dollar A&D contracts and maintaining strong pipeline coverage
  • Existing network of A&D security, compliance, and IT contacts across prime contractors, subcontractors, and DIB organizations
  • Strong understanding of CMMC, DFARS 252.204-7012, NIST SP 800-171, ITAR, CUI handling requirements, and other A&D cybersecurity and compliance frameworks
  • Partnership Ecosystem Knowledge: Deep understanding of the Aerospace & Defense partner ecosystem, including prime contractors, systems integrators, and technology partners. Proven ability to develop and leverage strategic partnerships to deliver differentiated solutions, expand market reach, and support customer mission objectives
  • Ability to create and execute an A&D GTM strategy while rolling up your sleeves to drive pipeline and close deals
  • Demonstrates strong executive presence with a proven track record of delivering results
  • Demonstrated success in a fast-growing SaaS startup environment is a plus
  • Willingness to travel as needed for A&D customer engagements and industry events
  • Ability to obtain or currently hold a security clearance is a plus 

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