Sales Director – State & Local Government

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

📋 Description

• Implement RegScale's go-to-market strategy for SLED by crafting territory plans, generating a sales pipeline, and facilitating new customer acquisition.

• Take ownership of the SLED sales pipeline, identifying and securing new customers, contract vehicles, and establishing long-term partnerships.

• Maintain a minimum 4x coverage ratio in the pipeline and consistently advance opportunities through a defined sales methodology.

• Ensure accurate forecasts, opportunity plans, and executive account strategies are maintained using CRM systems and established sales processes.

• Navigate the procurement processes within SLED, including state purchasing regulations, cooperative contracts, and relevant compliance frameworks such as NIST, CJIS, FERPA, and StateRAMP/GOVRamp.

• Develop and sustain executive-level relationships with key decision-makers such as CISOs, IT Directors, Compliance Officers, and procurement officials in state agencies, municipalities, and educational institutions.

• Collaborate cross-functionally with marketing, product, and engineering teams to align product capabilities with SLED compliance requirements.

• Partner with channel partners, systems integrators, and public sector resellers to uncover opportunities, influence requirements, and expedite deal closures.

• Represent RegScale at SLED industry events, conferences, and briefings (e.g., NASCIO, EDUCAUSE, NGA) to enhance brand awareness and market positioning.

• Continuously refine our scalable sales processes, including pipeline management, forecasting, and deal execution.

⛳️ Requirements

• Over 10 years of experience in SaaS / Enterprise Software Sales, with at least 5 years dedicated to selling within SLED markets.

• A proven history of closing multi-million dollar contracts in the SLED sector and maintaining robust pipeline coverage.

• In-depth understanding of SLED procurement processes, budgeting cycles, cooperative purchasing vehicles, NASPO ValuePoint, state contract vehicles, E-Rate, and partner-led procurement strategies.

• An established network of contacts in SLED security, compliance, and IT across state agencies, local governments, and higher education institutions.

• Strong executive presence with a proven ability to engage with CISOs, CIOs, agency executives, and procurement leaders.

• Solid understanding of NIST, CJIS, FERPA, StateRAMP/GovRAMP, and other relevant cybersecurity and compliance frameworks within SLED.

• Demonstrated ability to work independently in a high-growth setting, balancing strategic account planning with proactive prospecting and opportunity creation.

• Experience collaborating with systems integrators, channel partners, and public sector resellers.

• Capability to design and execute a SLED go-to-market strategy while actively driving pipeline and closing deals.

• Success in a rapidly growing SaaS startup environment is advantageous.

• Willingness to travel as required for SLED customer interactions and industry events.

🏝️ Benefits

• Competitive compensation package.

• Substantial stock options.