Field Sales Director

Summary

Join SecurityScorecard as a Field Sales Director, Federal, and play a pivotal role in expanding our presence within the U.S. Public Sector. This career-changing opportunity offers significant visibility and involves developing and executing account strategies to align SecurityScorecard solutions with Federal Agency initiatives. You will qualify prospects, build relationships with key decision-makers, exceed sales targets, and manage strategic partnerships. The ideal candidate possesses extensive experience selling software security solutions to Federal agencies, a proven track record of exceeding targets, and strong communication and presentation skills. This position is based in the Greater Baltimore/Washington, D.C. Metro Area and requires an existing U.S. government clearance or eligibility for one.

Requirements

• Reside in Greater Baltimore /Washington, D.C Metro Area
• Existing U.S. government clearance and or clear indication of eligibility for U.S. government clearance
• 10+ years of sales experience selling software security solutions to Federal agencies, aligning to U.S. Federal Cyber mission imperatives
• Demonstrated history of exceeding pipeline, booking and revenue targets
• Proven experience developing relationships with senior executives
• Demonstrated track record of selling Cloud Cybersecurity SaaS solutions to U.S. Federal government
• Understand Cyber Service Provider SaaS solution delivery to U.S. Government

Responsibilities

• Develop and execute account strategies/ business plans that align SSC use case solutions to Federal Agency initiatives, which result in qualified opportunity
• Develop GTM demand creation strategies for the respective Federal Territory with other cross functional resources within SSC to align customer interest, adoption and retention
• Qualify and understand target prospects security priorities and provide compelling, differentiated association to SSC offerings
• Establish relevance with key agency economic buyers and technical decision makers, typically at the CIO, CISO and CAO level
• Leverage agency knowledge and market intelligence to drive actions that generate sales outcomes
• Exceed pipeline creation targets, booking targets and revenue quota targets
• Track, forecast, coordinate and report on sales opportunities
• Establish and manage true business partnerships with key channel partners such as Resellers and MSSP’s, focused on customer success
• Coordinate local strategic marketing activities tied to the business's goals w/ clear ROI
• Have strong problem resolution skills which enable you to proactively identify a potential issue, escalate a suggested resolution and collaborate to resolve the issue in conjunction with the SSC PS team
• Have strong presentation skills and be able to present SSC value proposition succinctly one on one and one to many independently
• Manage region like your own business while working strategically as a teammate with your peers and partners
• Project professionalism and dedication to customer and partner success
• Accurately forecast and capture details in internal systems and reporting
• Operate with the highest ethical standards

Preferred Qualifications

• Knowledge of FedRAMP CSP program and associated controls and data governance
• Demonstrable success communicating Cyber value proposition to Government CXO’s in a manner reflective of the target prospects KPI’s and compliance drivers
• Experience within federal civilian programs w/past success capturing large Cyber wins through these programs
• Expertise in executing an evangelical sales motion at a startup
• Large deal exposure, with ARR exceeding $1,000,000

Benefits

• Competitive salary
• Stock options
• Health benefits
• Unlimited PTO
• Parental leave
• Tuition reimbursements
• Annual performance-based incentive compensation awards
• Equity