Regional Sales Director, National Security Group

Responsibilities

• Recruit, hire, lead, and coach Account Executives covering NSG departments to achieve regional revenue and growth targets while building an accountable, inclusive team.
• Lead new business and expansion strategy, generating and progressing pipeline across priority accounts to meet or exceed quarterly and annual bookings targets.
• Own regional forecasting, opportunity data quality, and deal reviews. Use MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process
• Identify Pain
• Champion, and Competition) to qualify opportunities and give senior leadership clear visibility into pipeline health, commitments, and risks.
• Guide complex federal procurement processes with distributors and partners, including Carahsoft and systems integrators. Navigate contracting vehicles, funding cycles, and agency-specific buying processes to secure multi-year contracts and expansions.
• Shape the sales approach for regulated environments, connecting FedRAMP-authorized offerings and mission-critical DevSecOps use cases to agency needs and increasing platform adoption.
• Work with Renewals, Customer Success, Marketing, Product, and federal partners on account plans, product roadmap feedback, and campaigns that support retention and expansion.
• Expand within large agencies through new workloads, cross-sells, and upsells, balancing near-term revenue with long-term platform adoption.
• Meet customers in the field and travel as needed for key account meetings, large-deal reviews, and team engagements.

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