Account Executive - Federal

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and  efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 200,000% faster ATO times, and 60% less audit prep. Automating the ATO process is one of the greatest cost savings opportunities and enabler of innovation within the US Government. 

Position:

Do you have experience selling into federal agencies? Are you a high-activity seller who thrives on delivering value with disruptive tech solutions? If so, we have the position for you at an innovative startup that is transforming the compliance industry! We are actively seeking an experienced SaaS Account Executive with a deep understanding of the Federal market, responsible for establishing the go-to-market strategy, building a pipeline, and driving deals to closure while ensuring our customers achieve the most value from their investment. 

This position requires U.S. Citizenship and is subject to a background check and unannounced drug testing requirements. The role is remote-first, with a preference for candidates located in the Washington, D.C. metro area, and will require travel to federal customer sites, RegScale offices, and industry events. We recognize that sales is critical to our company’s success and have created a generous compensation package, including a competitive OTE with significant stock options to recruit exceptional talent committed to customer success. If you're ready to help redefine compliance in the federal space, we want you on our team. 

Key Responsibilities: 

• Refine and execute a Federal go-to-market plan, maintain target agency lists, build pipeline, and close new ARR.
• Lead engagements with federal CISOs, security, risk, and compliance teams to demonstrate the value of RegScale’s solutions.
• Work closely with the Customer Enablement team to drive adoption and execute a land and expand strategy within federal agencies.
• Leverage technology and integration partners to build market awareness, generate pipeline, and close business.
• Establish and nurture strategic relationships with federal agencies and system integrators, collaborating closely with RegScale’s product teams to influence future roadmap development.
• Engage with the broader RegScale federal community, including participation in industry events and government-focused forums. 

Qualifications & Experience: 

• Bachelor’s degree and 6+ years of SaaS / Enterprise Software Sales experience, with at least 3+ years selling into the Federal government.
• Proven track record of building pipeline and exceeding quota within the Federal market.
• Strong network and established relationships with CISOs, security, and compliance teams within Federal agencies.
• Extensive knowledge of FedRAMP, NIST, CMMC, and other Federal security frameworks.
• Deep understanding of Federal procurement processes, contract vehicles, and compliance requirements.
• Experience working with partners, system integrators, and resellers in the Federal ecosystem.
• Working knowledge of Cloud Computing, cybersecurity, and risk management challenges within the Federal space.
• Ability to navigate complex sales cycles within government agencies.
• Excellent communication and presentation skills, with experience working with senior (C-level) federal executives.
• Strong operational skills in analytical thinking, process development, problem-solving, and strategic execution.
• Willingness to travel within the U.S. to meet with Federal clients and attend industry events. 

If you're ready to drive growth in the Federal sector and help agencies achieve faster, more cost-effective compliance, we’d love to hear from you!