SpyCloud - Regional Sales Director - Federal
Requirements
• 10+ years of successful, quota-carrying sales to Federal Systems Integrators and the Defense Industrial Base, with a documented record of attainment and large, complex wins. • Existing C-level relationships at target accounts — Lockheed Martin, RTX (Raytheon), Leidos, Northrop Grumman, Peraton, SAIC, Boeing, and peer firms — specifically with CIOs, CISOs, and business development teams. • Cyber and technology sales experience — selling cybersecurity, identity, threat intelligence, data, or related technology solutions. • Federal government sales experience — fluency with how the FSI/DIB ecosystem wins and delivers federal programs (primes and subs, teaming, contracts, RFPs, and task orders). • Both direct and channel/sell-through motions — a proven ability to sell to an organization and to source pull-through revenue through it. • Washington, D.C. metro residence (required). • Willingness to travel to assigned accounts, partner sites, and industry events - estimated up to ~50% • Executive presence and consultative, value-based selling skills; precise, bottom-line-up-front communication. • Bachelor's degree required (business, technology, or a related field) or equivalent professional experience. • Active Top Secret clearance, or must have held a Top Secret clearance held within the past 24 months that can be quickly reactivated (strongly desired). • U.S. citizenship is required for clearance eligibility. Any clearance, reactivation, or program access required by SpyCloud's customers is a condition of the related work. • Experience selling identity threat intelligence or SaaS-based cybersecurity into the federal and DIB markets. • An established network across the FSI/DIB capture, business development, and program communities. • Familiarity with Zero Trust (NIST SP 800-207), CSF 2.0, SP 800-53, and CIS v8. • Structured sales-methodology certification (MEDDIC/MEDDPICC, Challenger, or similar). • An advanced degree is a plus.
Responsibilities
• Own the territory • Carry the number. Own quota, pipeline, and forecast for an assigned portfolio of Federal Systems Integrator and Defense Industrial Base accounts (the Assigned Customers). • Build the account plans. Develop and execute strategic account plans that map each organization's business, security priorities, and federal programs to SpyCloud's value. • Generate new business. Prospect, qualify, and close net-new opportunities while maintaining a healthy multi-quarter pipeline well above quota coverage. • Sell-To: direct enterprise sales • Protect the integrator. Sell SpyCloud to assigned FSI/DIB organizations for their own identity threat protection — workforce, enterprise, and supply-chain exposure — earning full Sell-To quota credit. • Run complex cycles. Lead multi-stakeholder, multi-month sales cycles across security, IT, procurement, and program organizations through to signature and deployment. • Sell-Through: discover & source pull-through • Find the pull-through. Identify and source opportunities in which assigned accounts carry SpyCloud through to government customers and end users via their contracts, RFPs, task orders, and programs. • Originate and hand off. Register and qualify Sell-Through opportunities, then coordinate with the responsible end-customer account team to advance them — earning the 10–20% origination split. • Shape the requirement. Engage integrators' capture and BD teams early to position SpyCloud into their solutions, proposals, and teaming constructs. • Executive relationships • Own the C-suite. Cultivate and expand trusted relationships with CIOs, CISOs, and business development leaders across assigned accounts, and become their go-to for identity threat intelligence. • Be a peer, not a vendor. Bring insight, threat context, and a point of view senior executives value, and represent SpyCloud credibly at the executive level. • Cross-functional execution • Bring the right team. Engage solutions engineering, channel/distribution (e.g., Carahsoft), product, and marketing to advance and close deals. • Forecast with discipline. Maintain accurate CRM hygiene, pipeline, and forecasts, applying a structured sales methodology (e.g., MEDDIC/MEDDPICC). • Represent SpyCloud. Attend and work the industry, partner, and government events where these accounts engage.
Benefits
• On Target Earnings (OTE): $254,000 – 330,000 • On Target Earnings (OTE): • OTE is reflecting base salary plus variable commission at expected performance levels. Actual earnings will vary based on individual performance. • The salary range reflects the expected base compensation for a fully qualified candidate at this level based on experience, qualifications, and market data at the time of posting. • U.S.-Based Benefits + Perks (for Full Time Employees): • At SpyCloud, we are committed to working alongside individuals who are equally passionate about preventing cybercrime, regardless of their department or role. Guided by our core values in all business decisions, we prioritize unity in our mission and ensure all SpyCloud employees have the support and benefits they need to stay focused on our goals. In addition to our engaging workspace in South Austin, flexible and remote-friendly work options, and competitive salary package, we offer our employees a comprehensive benefits package that includes: • 401(k) with Employer Contribution • Health Savings Account (HSA) available with Employer Contribution • Employer Paid Life, Short-term, and Long-term Disability Insurance • Generous PTO Plan and 16 paid holidays per year • U.K.-Based Benefits + Perks (for Full Time Employees): • Retirement Savings Plan with Employer Contribution • Employer Provided Private Health Insurance and Healthcare Cashplan • Employer Paid Life Insurance and Income Replacement • Generous Holiday Plan and 14 paid holidays per year • SpyCloud transforms recaptured darknet data to disrupt cybercrime. Its automated identity threat protection solutions use advanced analytics and AI to accelerate investigations and protect workforce, consumer, and supplier identities from the threats that matter most: authentication bypass, session hijacking, malicious insiders, account takeover, ransomware, and fraud. Its data from malware-infected devices, successful phishes, combolists, and third-party breaches also powers many popular dark web monitoring and identity theft protection offerings. Customers include 7 of the Fortune 10, along with hundreds of global enterprises, mid-sized companies, and government agencies worldwide. Headquartered in Austin, TX, SpyCloud is home to more than 250 cybersecurity experts whose mission is to protect businesses and consumers from the stolen identity data criminals are using to target them now.To learn more and see insights on your company's exposed data, visit spycloud.com. • Our Mission: • Our mission is to make the internet a safer place by disrupting the criminal underground. Together with our customers and partners, we aim to end criminals’ ability to profit from stolen information.
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