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. Job Data by YubHub .