Job description

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 state, local, and education 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! As SLED Sales Director you will be responsible for developing and executing our SLED GTM strategy, driving new customer acquisition, and expanding RegScale's presence across state and local governments and educational institutions. This is a high-impact, strategic role requiring a mix of SLED sales expertise and hands-on execution. You will work closely with our executive leadership, product, marketing, and partner teams to ensure SLED organizations can accelerate compliance and security automation with RegScale's cutting-edge CCM platform. This position requires U.S. Citizenship and is subject to a background check and unannounced drug testing requirements. The role is remote-first, but be in a large metropolitan area and will require travel to 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 SLED space, we want you on our team. Key Responsibilities: Execute RegScale's SLED go-to-market strategy by developing territory plans, building pipeline, and driving new customer acquisition. Own and expand the SLED sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships Maintain a minimum 4x pipeline coverage ratio and consistently progress opportunities through a structured sales methodology. Maintain accurate forecasts, opportunity plans, and executive account strategies using CRM and established sales processes. Navigate SLED procurement processes, including state purchasing regulations, cooperative contracts, and relevant compliance frameworks such as NIST, CJIS, FERPA, and StateRAMP/GOVRamp Build and maintain executive-level relationships with key decision-makers, including CISOs, IT Directors, Compliance Officers, and procurement officials across state agencies, municipalities, and educational institutions Work cross-functionally with marketing, product, and engineering teams to align product capabilities with SLED compliance requirements Collaborate with channel partners, systems integrators, and public sector resellers to identify opportunities, influence requirements, and accelerate deal closure. Represent RegScale at SLED industry events, conferences, and briefings (e.g., NASCIO, EDUCAUSE, NGA) to drive brand awareness and market positioning Continually evolve our scalable sales processes, including pipeline management, forecasting, and deal execution Qualifications & Experience: 10+ years of SaaS / Enterprise Software Sales experience including at least 5+ years focused on selling into SLED markets Proven track record of closing multi-million dollar SLED contracts and maintaining strong pipeline coverage Deep knowledge of SLED procurement processes, budgeting cycles, cooperative purchasing vehicles, NASPO ValuePoint, state contract vehicles, E-Rate, and partner-led procurement strategies. Existing network of SLED security, compliance, and IT contacts across state agencies, local governments, and higher education institutions Strong executive presence with demonstrated ability to engage CISOs, CIOs, agency executives, and procurement leadership. Strong understanding of NIST, CJIS, FERPA, StateRAMP/GovRAMP, and other relevant SLED cybersecurity and compliance frameworks Proven ability to operate independently in a high-growth environment, balancing strategic account planning with hands-on prospecting and opportunity creation. Experience working with systems integrators, channel partners, and public sector resellers Ability to create and execute a SLED GTM strategy while rolling up your sleeves to drive pipeline and close deals Demonstrated success in a fast-growing SaaS startup environment is a plus Willingness to travel as needed for SLED customer engagements and industry events

Requirements

Must-haves

Execute RegScale's SLED go-to-market strategy by developing territory plans, building pipeline, and driving new customer acquisition.
Own and expand the SLED sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships
Maintain a minimum 4x pipeline coverage ratio and consistently progress opportunities through a structured sales methodology.
Maintain accurate forecasts, opportunity plans, and executive account strategies using CRM and established sales processes.
Navigate SLED procurement processes, including state purchasing regulations, cooperative contracts, and relevant compliance frameworks such as NIST, CJIS, FERPA, and StateRAMP/GOVRamp
Build and maintain executive-level relationships with key decision-makers, including CISOs, IT Directors, Compliance Officers, and procurement officials across state agencies, municipalities, and educational institutions
Work cross-functionally with marketing, product, and engineering teams to align product capabilities with SLED compliance requirements
Continually evolve our scalable sales processes, including pipeline management, forecasting, and deal execution
10+ years of SaaS / Enterprise Software Sales experience including at least 5+ years focused on selling into SLED markets
Proven track record of closing multi-million dollar SLED contracts and maintaining strong pipeline coverage
Deep knowledge of SLED procurement processes, budgeting cycles, cooperative purchasing vehicles, NASPO ValuePoint, state contract vehicles, E-Rate, and partner-led procurement strategies.
Existing network of SLED security, compliance, and IT contacts across state agencies, local governments, and higher education institutions
Strong executive presence with demonstrated ability to engage CISOs, CIOs, agency executives, and procurement leadership.
Strong understanding of NIST, CJIS, FERPA, StateRAMP/GovRAMP, and other relevant SLED cybersecurity and compliance frameworks
Proven ability to operate independently in a high-growth environment, balancing strategic account planning with hands-on prospecting and opportunity creation.
Experience working with systems integrators, channel partners, and public sector resellers
Ability to create and execute a SLED GTM strategy while rolling up your sleeves to drive pipeline and close deals
Willingness to travel as needed for SLED customer engagements and industry events

Nice-to-haves

Demonstrated success in a fast-growing SaaS startup environment is a plus

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick