Federal Sales Director – Aerospace & Defense

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Developing and implementing the Aerospace & Defense Go-to-Market (GTM) strategy.

• Taking ownership of and expanding the A&D sales pipeline by identifying and securing new customers, contract vehicles, and long-term partnerships.

• Navigating the A&D and DIB procurement processes, including DFARS, CMMC, ITAR, and other regulatory and compliance frameworks pertinent to defense contractors.

• Establishing and nurturing executive-level relationships with key decision-makers, including CISOs, ISSOs, Compliance Officers, and procurement officials.

• Collaborating cross-functionally with marketing, product, and engineering teams to align product capabilities with A&D compliance requirements.

• Building and enhancing partnerships with systems integrators (SIs), resellers, and technology providers to broaden RegScale's presence in the Aerospace and Defense Market.

• Representing RegScale at A&D industry events, conferences, and briefings to enhance brand visibility and market positioning.

• Evolving scalable sales processes, including pipeline management, forecasting, and deal execution.

⛳️ Requirements

• 10+ years of experience in SaaS / Enterprise Software Sales, with a minimum of 5+ years dedicated to selling in the Aerospace & Defense sector or the broader Defense Industrial Base.

• Proven history of closing multi-million dollar A&D contracts and maintaining robust pipeline coverage.

• Established network of A&D security, compliance, and IT contacts across prime contractors, subcontractors, and DIB organizations.

• Strong comprehension of CMMC, DFARS 252.204-7012, NIST SP 800-171, ITAR, CUI handling requirements, and other A&D cybersecurity and compliance frameworks.

• In-depth understanding of the Aerospace & Defense partner ecosystem, including prime contractors, systems integrators, and technology partners. Demonstrated ability to cultivate and leverage strategic partnerships to deliver unique solutions, expand market reach, and support customer mission objectives.

• Capability to create and implement an A&D GTM strategy while actively driving pipeline and closing deals.

• Exhibits strong executive presence with a proven record of achieving results.

• Experience in a fast-growing SaaS startup environment is an advantage.

• Willingness to travel as required for A&D customer interactions and industry events.

• Ability to obtain or currently hold a security clearance is a plus.

🏝️ Benefits

• Generous compensation package.

• Competitive OTE with substantial stock options.