Regional Sales Manager – Federal

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

📋 Description

• Take ownership of the entire sales cycle within the territory, encompassing prospecting, closing, and expansion, all sourced and finalized through channel partners.

• Develop and implement territory strategies aimed at generating a robust pipeline and driving consistent ARR growth.

• Foster and maintain relationships with channel partners to identify, develop, and secure opportunities.

• Engage with security leadership, budget owners, and key stakeholders across intricate organizations.

• Conduct consultative discovery to gain insights into customer security workflows, operational challenges, and priorities.

• Create ROI-focused business cases and value propositions linked to measurable security outcomes.

• Design and carry out effective proof-of-concepts with defined objectives and alignment among stakeholders.

• Collaborate with Field Engineering, Product, Engineering, and Marketing teams to advance opportunities and ensure customer satisfaction.

• Supply customer and market insights to shape product strategy, positioning, and go-to-market initiatives.

• Position Andesite's AI-driven platform against traditional SOC tools, point solutions, and manual analyst workflows.

• Consistently meet or surpass pipeline and ARR targets.

⛳️ Requirements

• Over 10 years of quota-carrying sales experience, preferably in cybersecurity, SaaS, or AI/ML solutions, with a proven track record of closing complex, high-value deals within the Federal government.

• Experience in selling to the Department of Defense, intelligence community, or federal civilian agencies.

• Knowledge of federal contract vehicles (GSA Schedule, SEWP, OTAs) and the capture/proposal process.

• A history of building pipeline from the ground up through outbound prospecting, territory development, and strategic account planning.

• Proven success in selling through channel partners, with a strong record of cultivating deals and relationships with on-the-ground partners.

• Experience selling to senior security leaders (e.g., CISO, SOC leadership) and other executive stakeholders.

• Strong consultative selling abilities, capable of uncovering customer needs and creating compelling, ROI-driven business cases.

• Comfort in selling technical, AI-driven products in dynamic and fast-paced environments.

• Technical proficiency in cybersecurity tools, integrations, APIs, and data/security infrastructure.

• Experience in implementing land-and-expand strategies to grow initial deployments into larger accounts.

• Proficient in using CRM tools (e.g., Salesforce, HubSpot) for managing pipeline and forecasting.

• Familiarity with MEDDPIC, Challenger, or other enterprise sales methodologies (a plus).

• Active federal security clearance (a plus).

🏝️ Benefits

• A competitive base salary, uncapped commission, and significant equity ownership in a rapidly growing company.

• Comprehensive health insurance fully covered by the employer, including medical, dental, and vision for you and your family.

• A one-time stipend for setting up a home office to ensure your success from day one.

• Generous and flexible paid time off.

• A genuine remote-first culture with a flexible work environment where you control your workday.

• Occasional travel to collaborate with customers, your team, and colleagues from across the company in person.

• Up to 14 weeks of fully paid parental leave.