Description
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 state, local, and education 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 SLED Sales Director you will be responsible for developing and executing our SLED GTM strategy, driving new customer acquisition, and expanding RegScale's presence across state and local governments and educational institutions. This is a high-impact, strategic role requiring a mix of SLED sales expertise and hands-on execution. You will work closely with our executive leadership, product, marketing, and partner teams to ensure SLED 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, but be in a large metropolitan area 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 SLED space, we want you on our team.
Key Responsibilities:
- 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
Qualifications & Experience:
- 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
Similar jobs
Est. 140,000 USD
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 br…
Est. 120,000 USD
Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experience…
Est. 80,000 USD
Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experience…
Est. 90,000 USD
Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experience…
Est. 140,000 USD
RegScale is a continuous controls monitoring (CCM) platform that helps organizations automate and scale their security, risk, and compliance programs. We are at an inflection point, transitioning from startup execution t…
Est. 120,000 USD
About Us Red Cell Partners is an incubation firm building and investing in rapidly scalable technology-led companies that are bringing revolutionary advancements to market in three distinct practice areas: healthcare, cy…
About Us: A global SaaS leader for seamless digital document workflows, Nitro offers a suite of solutions for PDF, eSigning, identity verification and analytics supported by a best-in-class customer success and change ma…
Est. 120,000 USD
About Us Red Cell Partners is an incubation firm building and investing in rapidly scalable technology-led companies that are bringing revolutionary advancements to market in three distinct practice areas: healthcare, cy…
Est. 250,000 USD
About Energy Exemplar In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Ad…
Est. 250,000 USD
Founded in 2004, NetBrain is the leader in no-code network automation. Its ground-breaking Next-Gen platform provides IT operations teams with the ability to scale their hybrid multi-cloud connected networks by automatin…
Est. 140,000 USD
About the Role: We are looking for a highly motivated Sales Engineer with a strong background in AI infrastructure to join our dynamic team. In this role, you will play a critical part in driving enterprise sales, suppor…
Est. 140,000 USD
About Lucid At Lucid, we are creating exceptional mobility experiences through innovation to drive the world forward. Built on Lucid’s proprietary technology and software-defined vehicle architecture, our award-winning v…
Est. 80,000 USD
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 br…
Est. 110,000 USD
Working at memoryBlue will accelerate your professional growth and place you on the path to success early in your sales career. Whether you’re aiming to jump-start a high-tech sales career in Silicon Valley or help us ha…
Est. 361,000 USD
Our Purpose At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them become…
Est. 120,000 USD
At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market.…
Est. 200,000 USD
Welcome to the future of cloud networking and security! Cato Networks is the first company to converge enterprise networking and security into one centralized and global service that is delivered by cloud. It is led by n…
Est. 165,000 USD
Vectra® is the leader in AI-driven threat detection and response for hybrid and multi-cloud enterprises. The Vectra AI Platform delivers integrated signal across public cloud, SaaS, identity, and data center networks in…
Est. 80,000 USD
Buzz Solutions is seeking a strategic Business Development Representative (BDR) to join our growing team and drive adoption of our AI solutions within the electric utility sector. Our innovative solutions help electric u…
Sales Development Representative (Enterprise & IoT) About the Role We’re building emnify’s SDR function from the ground up, and you’ll be one of the first two to three hires helping shape it. This is an opportunity t…
About Energy Exemplar In an era where the world is rapidly advancing towards a cleaner future through decarbonization, Energy Exemplar’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Ad…
Est. 294,500 USD
Our Purpose At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them become…
Est. 80,000 USD
About Hexnode Hexnode is a global leader in Unified Endpoint Management (UEM), trusted by over 100 countries and managing millions of devices worldwide. With a rapid pace of innovation, we have established ourselves as a…
Est. 90,000 USD
Who is Trace3? Trace3 is a leading Transformative IT Authority, providing unique technology solutions and consulting services to our clients. Equipped with elite engineering and dynamic innovation, we empower IT executiv…
Est. 120,000 USD
Who We Are: Exiger transforms supply chains into a strategic advantage, advancing our mission to make the world a safer and more transparent place to succeed. Our AI platform, 1Exiger, delivers instant visibility into co…
Recruitment Fraud Alert We’ve learned that scammers are impersonating Commvault team members—including HR and leadership—via email or text. These bad actors may conduct fake interviews and ask for personal information, s…
Est. 294,500 USD
Our Purpose At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them become…
Est. 140,000 USD
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 br…
Est. 55,000 USD
Why project44? At project44, we believe in better. We challenge the status quo because we know a better supply chain isn’t just possible—it’s essential. Better for our customers. Better for their business. Better for the…
Est. 150,000 USD
Who is Trace3? Trace3 is a leading Transformative IT Authority, providing unique technology solutions and consulting services to our clients. Equipped with elite engineering and dynamic innovation, we empower IT executiv…