SpyCloud is on a mission to make the internet a safer place by disrupting the criminal underground. SpyCloud’s solutions thwart cyberattacks and protect more than 4 billion accounts worldwide. Cybersecurity is an exciting, evolving space, and being at the forefront of the fight to disrupt cybercrime makes SpyCloud a special place to work. If you’re driven to align your career with a fantastic mission, look no further!

This role is remote, however qualified candidates must be located in the DC Metro area.

In the federal mission space, SpyCloud supports U.S. Cyber Command, the Intelligence Community, the FBI, and agencies across the Department of Defense and the broader federal civilian and law-enforcement enterprise — directly and through the systems integrators and defense industrial base partners that deliver capability to government. Our solutions — including VELA, IDLink, Investigator, and Compass — are aligned to NIST SP 800-207 (Zero Trust), CSF 2.0, SP 800-53, and CIS v8. SpyCloud holds a DCSA Top Secret facility clearance and operates with the rigor federal programs demand. We are driven, focused, grounded, insightful, inventive, and united — and we are growing our federal sales team.

The Federal Regional Sales Director is a quota-carrying, direct-sales contributor who owns SpyCloud's revenue and relationships across an assigned territory of Federal Systems Integrator (FSI) and Defense Industrial Base (DIB) accounts — companies such as Lockheed Martin, RTX (Raytheon), Leidos, Northrop Grumman, Peraton, SAIC, and Boeing. You win two ways: selling SpyCloud to these organizations for their own enterprise and supply-chain protection (Sell-To), and discovering opportunities where they carry SpyCloud through to government customers and end users via their contracts, RFPs, and programs (Sell-Through).

This role demands existing, trusted relationships with these accounts' CIOs, CISOs, and business development teams; proven cyber, technology, and federal sales experience; and the executive presence to operate credibly at the C-suite. It is based in the Washington, D.C. metro area and requires a willingness to travel.

What You'll Do:

Own the territory

Carry the number. Own quota, pipeline, and forecast for an assigned portfolio of Federal Systems Integrator and Defense Industrial Base accounts (the Assigned Customers).
Build the account plans. Develop and execute strategic account plans that map each organization's business, security priorities, and federal programs to SpyCloud's value.
Generate new business. Prospect, qualify, and close net-new opportunities while maintaining a healthy multi-quarter pipeline well above quota coverage.

Sell-To: direct enterprise sales

Protect the integrator. Sell SpyCloud to assigned FSI/DIB organizations for their own identity threat protection — workforce, enterprise, and supply-chain exposure — earning full Sell-To quota credit.
Run complex cycles. Lead multi-stakeholder, multi-month sales cycles across security, IT, procurement, and program organizations through to signature and deployment.

Sell-Through: discover & source pull-through

Find the pull-through. Identify and source opportunities in which assigned accounts carry SpyCloud through to government customers and end users via their contracts, RFPs, task orders, and programs.
Originate and hand off. Register and qualify Sell-Through opportunities, then coordinate with the responsible end-customer account team to advance them — earning the 10–20% origination split.
Shape the requirement. Engage integrators' capture and BD teams early to position SpyCloud into their solutions, proposals, and teaming constructs.

Executive relationships

Own the C-suite. Cultivate and expand trusted relationships with CIOs, CISOs, and business development leaders across assigned accounts, and become their go-to for identity threat intelligence.
Be a peer, not a vendor. Bring insight, threat context, and a point of view senior executives value, and represent SpyCloud credibly at the executive level.

Cross-functional execution

Bring the right team. Engage solutions engineering, channel/distribution (e.g., Carahsoft), product, and marketing to advance and close deals.
Forecast with discipline. Maintain accurate CRM hygiene, pipeline, and forecasts, applying a structured sales methodology (e.g., MEDDIC/MEDDPICC).
Represent SpyCloud. Attend and work the industry, partner, and government events where these accounts engage.

Requirements:

10+ years of successful, quota-carrying sales to Federal Systems Integrators and the Defense Industrial Base, with a documented record of attainment and large, complex wins.
Existing C-level relationships at target accounts — Lockheed Martin, RTX (Raytheon), Leidos, Northrop Grumman, Peraton, SAIC, Boeing, and peer firms — specifically with CIOs, CISOs, and business development teams.
Cyber and technology sales experience — selling cybersecurity, identity, threat intelligence, data, or related technology solutions.
Federal government sales experience — fluency with how the FSI/DIB ecosystem wins and delivers federal programs (primes and subs, teaming, contracts, RFPs, and task orders).
Both direct and channel/sell-through motions — a proven ability to sell to an organization and to source pull-through revenue through it.
Washington, D.C. metro residence (required).
Willingness to travel to assigned accounts, partner sites, and industry events - estimated up to ~50%
Executive presence and consultative, value-based selling skills; precise, bottom-line-up-front communication.
Bachelor's degree required (business, technology, or a related field) or equivalent professional experience.

Nice to Have:

Active Top Secret clearance, or must have held a Top Secret clearance held within the past 24 months that can be quickly reactivated (strongly desired).

U.S. citizenship is required for clearance eligibility. Any clearance, reactivation, or program access required by SpyCloud's customers is a condition of the related work.

Experience selling identity threat intelligence or SaaS-based cybersecurity into the federal and DIB markets.
An established network across the FSI/DIB capture, business development, and program communities.
Familiarity with Zero Trust (NIST SP 800-207), CSF 2.0, SP 800-53, and CIS v8.
Structured sales-methodology certification (MEDDIC/MEDDPICC, Challenger, or similar).
An advanced degree is a plus.

Base Salary Range: $127,000 – $165,000

On Target Earnings (OTE): $254,000 – 330,000

OTE is reflecting base salary plus variable commission at expected performance levels. Actual earnings will vary based on individual performance.

The salary range reflects the expected base compensation for a fully qualified candidate at this level based on experience, qualifications, and market data at the time of posting.

U.S.-Based Benefits + Perks (for Full Time Employees):

At SpyCloud, we are committed to working alongside individuals who are equally passionate about preventing cybercrime, regardless of their department or role. Guided by our core values in all business decisions, we prioritize unity in our mission and ensure all SpyCloud employees have the support and benefits they need to stay focused on our goals. In addition to our engaging workspace in South Austin, flexible and remote-friendly work options, and competitive salary package, we offer our employees a comprehensive benefits package that includes:

401(k) with Employer Contribution
Health, Vision, and Dental Insurance
- Health Savings Account (HSA) available with Employer Contribution
Employer Paid Life, Short-term, and Long-term Disability Insurance
Generous PTO Plan and 16 paid holidays per year

U.K.-Based Benefits + Perks (for Full Time Employees):

Retirement Savings Plan with Employer Contribution
Employer Provided Private Health Insurance and Healthcare Cashplan
Employer Paid Life Insurance and Income Replacement
Generous Holiday Plan and 14 paid holidays per year

About SpyCloud:

SpyCloud transforms recaptured darknet data to disrupt cybercrime. Its automated identity threat protection solutions use advanced analytics and AI to accelerate investigations and protect workforce, consumer, and supplier identities from the threats that matter most: authentication bypass, session hijacking, malicious insiders, account takeover, ransomware, and fraud. Its data from malware-infected devices, successful phishes, combolists, and third-party breaches also powers many popular dark web monitoring and identity theft protection offerings. Customers include 7 of the Fortune 10, along with hundreds of global enterprises, mid-sized companies, and government agencies worldwide. Headquartered in Austin, TX, SpyCloud is home to more than 250 cybersecurity experts whose mission is to protect businesses and consumers from the stolen identity data criminals are using to target them now.

To learn more and see insights on your company's exposed data, visit spycloud.com.

Our Mission:

Our mission is to make the internet a safer place by disrupting the criminal underground. Together with our customers and partners, we aim to end criminals’ ability to profit from stolen information.

Who We Are:

SpyCloud is a place for innovative, collaborative, and problem-solvers to thrive. Individually, we’re amazing, but together, we’re unstoppable. We celebrate diversity and various perspectives and aim to create an inclusive and supportive environment for all. We are proud to be an Equal Employment Opportunity and Affirmative Action employer of choice. All aspects of employment decisions will be based on merit, performance, and business needs. We do not discriminate on the basis of any status protected under federal, state, or local law. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. Women, minorities, individuals with disabilities, and protected veterans are encouraged to apply. SpyCloud complies with applicable state and local laws governing nondiscrimination in employment. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

SpyCloud expressly prohibits any form of workplace harassment. Improper interference with the ability of SpyCloud's employees to perform their job duties may result in discipline up to and including discharge. SpyCloud shares the right to work and participates in the E-Verify program in all locations.

If you need assistance or accommodation due to a disability, you may contact us.

Our Culture:

Our culture is something really special. We’re all driven to disrupt the cybercriminal economy as we keep customer accounts safe from compromise. We support a truly worthy and serious mission, but we have fun doing it together. If you are driven, inventive, and collaborative, you’ll fit right in.

SpyCloud’s Recruitment Policy:

We will never ask an applicant for sensitive or personal financial information during the recruitment process. We advise all applicants seeking employment with SpyCloud to review available information on recruitment fraud. Anyone who suspects that they have been contacted by someone falsely representing SpyCloud should email careers@spycloud.com.

Compensation Transparency Policy:

At SpyCloud, we believe in transparency and fairness in compensation. We strive to ensure that all employees are fairly compensated for their contributions, and we openly discuss our compensation philosophy and structure. We are committed to providing competitive salaries and benefits packages to attract and retain top talent, and we encourage open dialogue and feedback regarding compensation matters.

Learn more and apply: SpyCloud Careers

SpyCloud is not sponsoring visas at this time.

For applicants residing in California, please click here to read SpyCloud's CCPA Notice.

For applicants residing in the UK, please click here to read SpyCloud's Employee Privacy Notice.

Originally posted on Himalayas

Regional Sales Director - Federal

Job Description