Regional Director, Federal Sales, Civilian

Recorded Future is seeking a hands-on federal sales builder to lead its Civilian business at a pivotal moment. The successful candidate will report to the VP of US Government and be responsible for owning the business end-to-end, from new customer acquisition through renewals and expansion, while deepening customer relationships, strengthening federal acquisition fluency, and expanding partner leverage.

Key Responsibilities:

• Own the federal Civilian business end-to-end, defining and executing the strategy for new customer acquisition, renewals, expansion, and overall revenue performance.
• Assess account health, pipeline, whitespace, coverage, and resources, translating findings into clear regional, territory, and account plans.
• Lead, coach, and develop a team of Account Directors and Associate Account Directors, raising capability and accountability.
• Deepen relationships across customer organizations and ensure the team understands each agency's mission, stakeholders, acquisition environment, and growth potential.
• Elevate the team's fluency in federal acquisition regulations, funding sources, budget cycles, contracting vehicles, and partner pathways.
• Establish disciplined pipeline generation, MEDDPICC execution, deal inspection, and forecasting through Salesforce, Clari, Gong, and other sales systems.
• Lead from the front on strategic opportunities, supporting executive engagement, discovery, deal strategy, pricing, negotiation, and complex federal procurement.
• Partner closely with Sales Engineering, Intelligence Services, Channel, Marketing, Product, and Sales Operations to align resources and win within an evolving authorization and deployment environment.

Requirements:

• Federal Sales Leadership: 10+ years of enterprise software, technology solutions and services and/or cybersecurity sales experience, including at least three years leading frontline sales teams.
• Federal Civilian Expertise: Substantial experience selling into federal civilian agencies.
• Federal Acquisition Fluency: Deep understanding of federal acquisition regulations, agency buying processes, funding sources, budget cycles, contracting vehicles, and partner-led routes to market.
• Business-Building Success: A track record of developing or transforming an underpenetrated federal business, creating pipeline, strengthening account coverage, and producing measurable revenue growth.
• Team Assessment and Development: Experience evaluating a mixed-tenure team, developing emerging talent, recruiting and retaining strong sellers, and making necessary talent or coverage decisions.
• Customer and Mission Depth: Demonstrated success building multi-threaded relationships, improving a team's understanding of its customers, and connecting product and services capabilities to mission outcomes.
• Predictable Sales Execution: Strong command of MEDDPICC, territory and account planning, pipeline management, forecasting, and complex, multi-stakeholder sales cycles.
• Cybersecurity and Services Experience: Experience selling enterprise solutions and services revolving around situational awareness, information security, cybersecurity, threat intelligence, or other mission-critical technology.
• Hands-On Leadership: A resilient, entrepreneurial player-coach who will remain close to customers, sellers, and live opportunities while building through ambiguity and change.
• Strategic Communication: Proven track record of earning credibility with senior government stakeholders, SI and reseller partners, sales and capture teams, and internal executives.
• Travel: Willingness to travel regularly to engage customers, partners, and team members across the United States.

Salary Range: $201,000 - $281,500 per year. The position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance, and 401K.