Regional Director, Federal Sales, Civilian

Recorded Future•Washington, DC

14h•$201,000 - $281,500•Hybrid

About The Position

Recorded Future is seeking a hands-on federal sales leader to lead its Civilian business. Reporting to the VP of US Government, the Regional Director will own the business end to end, including new customer acquisition, renewals, expansion, and overall revenue performance. The position inherits a seven-person sales team, an existing customer base, and significant growth opportunities across federal civilian agencies. The role will shape a dedicated US Government business unit by deepening customer relationships, building federal acquisition fluency, expanding partner leverage, and turning the company’s government credibility into durable, predictable growth. The leader will assess business and team needs, develop strategy and coverage plans, coach the sales team, drive disciplined sales execution, and personally support strategic opportunities. Regular travel across the United States is expected.

Requirements

10+ years of enterprise software, technology solutions and services, and/or cybersecurity sales experience, including at least three years leading frontline sales teams.
Substantial experience selling to federal civilian agencies, with the breadth and credibility to lead a business spanning multiple civilian departments and agencies.
Deep understanding of federal acquisition regulations, agency buying processes, funding sources, budget cycles, contracting vehicles, and partner-led routes to market.
Track record of developing or transforming an underpenetrated federal business, creating pipeline, strengthening account coverage, and producing measurable revenue growth.
Experience evaluating a mixed-tenure team, developing emerging talent, recruiting and retaining strong sellers, and making talent or coverage decisions.
Demonstrated success building multi-threaded customer relationships, improving a team’s understanding of its customers, and connecting product and services capabilities to mission outcomes.
Strong command of MEDDPICC, territory and account planning, pipeline management, forecasting, and complex, multi-stakeholder sales cycles.
Experience selling enterprise solutions and services involving situational awareness, information security, cybersecurity, threat intelligence, or other mission-critical technology.
Resilient, entrepreneurial player-coach who remains close to customers, sellers, and live opportunities while building through ambiguity and change.
Proven ability to earn credibility with senior government stakeholders, SI and reseller partners, sales and capture teams, and internal executives, and to translate complex federal requirements into clear business actions.
Willingness to travel regularly across the United States.

Nice To Haves

Experience selling both product and services offerings.

Responsibilities

Own the federal Civilian business end to end, including strategy for new customer acquisition, renewals, expansion, and revenue performance.
Assess account health, pipeline, whitespace, coverage, and resources, and translate findings into regional, territory, and account plans.
Lead, coach, and develop Account Directors and Associate Account Directors, while shaping the team and coverage model for long-term success.
Deepen customer relationships and ensure the team understands each agency’s mission, stakeholders, acquisition environment, and growth potential.
Improve the team’s understanding of federal acquisition regulations, funding sources, budget cycles, contracting vehicles, and partner pathways.
Establish disciplined pipeline generation, MEDDPICC execution, deal inspection, and forecasting using Salesforce, Clari, Gong, and other sales systems.
Lead strategic opportunities by supporting executive engagement, discovery, deal strategy, pricing, negotiation, and complex federal procurement.
Partner with Sales Engineering, Intelligence Services, Channel, Marketing, Product, and Sales Operations to align resources, strengthen the federal ecosystem, and win in an evolving authorization and deployment environment.
Travel regularly to engage customers, partners, and team members across the United States.