Regional Sales Manager, Federal at Andesite

Job description

About Andesite: Andesite, the Human-AI SOC, puts humans at the helm, empowering SOC teams to build their own agents and oversee AI-driven automations. With Andesite, cyber defenders can automate triage, enrichment, and investigations, and respond at machine speed – all while supervising evidence validation and making the critical decisions they are accountable for. Andesite, which is FedRAMP Certified Class D (High), and SOC 2 Type II, arms organizations with defender AI that reduces attack surfaces and eliminates blind spots, powering the shift from a reactive to a proactive security posture. The company leadership spent decades protecting the nation’s most sensitive networks against sophisticated adversaries. Andesite embodies their sense of mission and commitment to developing security products that empower those who work protecting others. THE ROLE Andesite is seeking a Regional Sales Manager to own the full sales cycle for net-new federal customers, from prospecting through close and expansion. This is a 100% channel sales role — you'll build and close business exclusively through channel partners, not direct end-customer sales. You'll sell Andesite's AI-driven cyber defense platform into federal civilian and defense agencies, leading consultative, mission-outcomes-focused sales cycles that pair deep security domain expertise with fluency in the federal buying process. This is a high-impact role for a federal seller who thrives in technical environments, engages senior mission and technical stakeholders, and builds pipeline from the ground up. The ideal candidate also cultivates channel relationships with key partners, systems integrators and resellers to accelerate territory revenue and is excited to help define how AI transforms cyber defense. WHAT YOU'LL DO Own the full sales cycle for your territory, from prospecting through close and expansion, sourced and closed through channel partners Build and execute territory strategies to generate pipeline and drive predictable ARR growth Cultivate and manage on-the-ground relationships with channel partners to identify, develop and close opportunities Identify and engage security leadership, budget owners and key stakeholders across complex organizations Lead consultative discovery to understand customer security workflows, operational challenges, and priorities Develop ROI-driven business cases and value propositions tied to measurable security outcomes Design and execute successful proof-of-concepts (POCs) with clear objectives and stakeholder alignment Partner with Field Engineering, Product, Engineering, and Marketing to advance opportunities and ensure customer success Provide customer and market insights to influence product strategy, positioning, and go-to-market efforts Position Andesite's AI-driven platform against legacy SOC tooling, point solutions, and manual analyst workflows Consistently achieve or exceed pipeline and ARR targets WHO YOU ARE 10+ years of quota-carrying sales experience, ideally in cybersecurity, SaaS, or AI/ML solutions, with a track record of closing complex, high-value deals inside the Federal government Experience selling to DoD, intelligence community, or federal civilian agencies Familiarity with federal contract vehicles (GSA Schedule, SEWP, OTAs) and the capture/proposal process A history of building pipeline from zero through outbound prospecting, territory development, and strategic account planning Demonstrated success selling channel partners with a proven track record of cultivating deals and relationships with partners on the ground Experience selling to senior security leadership (e.g., CISO, SOC leadership) and other executive stakeholders Strong consultative selling skills, with the ability to uncover customer needs and build compelling, ROI-driven business cases Comfort selling technical, AI-driven products in ambiguous, fast-moving environments Technical fluency across cybersecurity tooling, integrations, APIs, and data/security infrastructure Experience driving land-and-expand strategies that grow initial deployments into larger accounts Experience using CRM tools (e.g., Salesforce, HubSpot) to manage pipeline and forecasting EVEN BETTER IF YOU HAVE Familiarity with MEDDPIC, Challenger, or other enterprise sales methodologies Active federal security clearance COMPENSATION The base salary range for this role is $175,000–$200,000, with on-target earnings (OTE) of $350,000–$400,000 at a 50/50 base/commission split. Commission is uncapped. Final compensation will depend on experience, skills, and location. This role is also eligible for our equity program. WHAT ANDESITE CAN OFFER 100% employer-paid comprehensive medical, dental, and vision insurance for you and your family Up to 14 weeks of 100% paid parental leave Generous, flexible PTO A true remote-first culture, where you manage your own workday A one-time home office stipend to get you set up from day one Occasional travel to collaborate in person with customers and teammates Andesite is an equal opportunity employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. We encourage candidates from all backgrounds to apply, even if you don't feel like you're a perfect fit. If you're passionate about contributing to our mission, we'd love to hear from you! Applicant Data Disclosure By submitting an application, you acknowledge that Red Cell Partners, LLC ("Red Cell") uses third-party service providers to facilitate its recruitment and hiring processes. These providers include applicant tracking systems, candidate verification platforms, and fraud detection tools (collectively, "Hiring Platforms"). Your application materials, including your résumé, cover letter, work samples, responses to application questions, and any other information you submit, may be transmitted to and processed by these Hiring Platforms for the following purposes: Managing and administering your application throughout the hiring process; Verifying the accuracy and authenticity of application materials, including by cross-referencing information you provide against publicly available sources and proprietary databases; Identifying indicators of potentially fraudulent, fabricated, or materially misleading application content, including but not limited to discrepancies between submitted materials and publicly available professional profiles, geographic anomalies, and fabricated work histories. Applications that are flagged through this process as containing indicators of fraud or material misrepresentation may be declined from further consideration. If you have questions about the status of your application or the evaluation process, please contact talent @redcellpartners.com . Red Cell requires its Hiring Platform providers to process your information solely for the purposes described above and in accordance with applicable law. Your information will be retained only for as long as necessary to fulfill these purposes and any applicable legal obligations, after which it will be deleted in accordance with Red Cell's data retention policies. For more information about how your data is used, please refer to our Privacy Policy and Applicant Privacy Notice .

Requirements

Must-haves

Own the full sales cycle for your territory, from prospecting through close and expansion, sourced and closed through channel partners
Build and execute territory strategies to generate pipeline and drive predictable ARR growth
Cultivate and manage on-the-ground relationships with channel partners to identify, develop and close opportunities
Identify and engage security leadership, budget owners and key stakeholders across complex organizations
Lead consultative discovery to understand customer security workflows, operational challenges, and priorities
Develop ROI-driven business cases and value propositions tied to measurable security outcomes
Design and execute successful proof-of-concepts (POCs) with clear objectives and stakeholder alignment
Partner with Field Engineering, Product, Engineering, and Marketing to advance opportunities and ensure customer success
Provide customer and market insights to influence product strategy, positioning, and go-to-market efforts
Position Andesite's AI-driven platform against legacy SOC tooling, point solutions, and manual analyst workflows
Consistently achieve or exceed pipeline and ARR targets
10+ years of quota-carrying sales experience, ideally in cybersecurity, SaaS, or AI/ML solutions, with a track record of closing complex, high-value deals inside the Federal government
Experience selling to DoD, intelligence community, or federal civilian agencies
Familiarity with federal contract vehicles (GSA Schedule, SEWP, OTAs) and the capture/proposal process
A history of building pipeline from zero through outbound prospecting, territory development, and strategic account planning
Demonstrated success selling channel partners with a proven track record of cultivating deals and relationships with partners on the ground
Experience selling to senior security leadership (e.g., CISO, SOC leadership) and other executive stakeholders
Strong consultative selling skills, with the ability to uncover customer needs and build compelling, ROI-driven business cases
Comfort selling technical, AI-driven products in ambiguous, fast-moving environments
Technical fluency across cybersecurity tooling, integrations, APIs, and data/security infrastructure
Experience driving land-and-expand strategies that grow initial deployments into larger accounts
Experience using CRM tools (e.g., Salesforce, HubSpot) to manage pipeline and forecasting
Familiarity with MEDDPIC, Challenger, or other enterprise sales methodologies
Active federal security clearance

Nice-to-haves

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