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Regional Director, Federal Sales, DoD and IC at…

Mô tả

With 1,000+ intelligence professionals serving over 1,900 clients worldwide, Recorded Future is the world’s most advanced, and largest, intelligence company! We are looking for a hands-on federal sales builder to lead Recorded Future’s Department of DoD and IC business at a pivotal moment. Reporting to our VP of US Government and backed by Mastercard’s commitment to federal growth, you will inherit a seven-person sales team, an existing customer base, and significant whitespace across mission-critical agencies. You will own the business end to end, from new customer acquisition through renewals and expansion, while deepening customer relationships, strengthening federal acquisition fluency, improving, and expanding partner leverage. This is an opportunity to shape a newly dedicated US Government business unit and turn Recorded Future’s government credibility into durable, predictable growth. What you’ll do as the Regional Sales Director, Federal - DoD & IC Own the DoD and IC 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 your 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 while shaping the team and coverage model required for long-term success. 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, strengthen the federal ecosystem, and win within an evolving authorization and deployment environment. What you’ll bring as the Regional Sales Director, Federal - DoD & IC 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.