Job Title:

Federal Field Sales Director - RiskRecon, a Mastercard Cyber Security Solution

Overview:

Federal Field Sales Director

Role Description

We are hiring a seasoned sales leader to further develop our Federal program in North America. In this role, you will prospect and engage with senior C-Level decision-makers such as CISO’s, Cybersecurity leaders, Third Party Risk and Management leaders, Risk, Privacy, Audit, Vendor Management and Information Security teams within the Federal agencies. As a Federal Sales Director, you will call on agencies at high levels, have excellent personal relationships in Security, Risk, Privacy, Cybersecurity & Vendor Management functions. This role also includes directly engaging collaboratively with our prospects, reseller partners, Federal integrators, Federal Policy teams and customers to present the value of the RiskRecon solution.

The position involves both phone/web and face to face value selling and is approximately 30-40% travel oriented.

Our ideal profile is for those that have sold large-ticket enterprise security or risk applications or infrastructure software to the Federal agencies. Previous SaaS experience is also a plus but not required. This role is to establish a foothold across all Federal agencies, Federal Systems integrators and Federal Reseller partners. If successful, this role has career growth possibilities to build out our Federal program and team to increase our customer footprint.

Key Responsibilities
• Hunter position, the primary responsibility is to hunt for new business. Not a “Farmer” role.
• Initiate/Manage sales strategy and territory plan for penetrating and closing net new opportunities in all Federal agencies
• Build and maintain senior relationships across targeted organizations
• Develop, initiate and execute a sales plan for target agencies
• Provide weekly opportunity status updates and an accurate forecast to management and capture relevant information in Salesforce & Clari.
• Consistently exceed quarterly and annual revenue targets
• Collaborate and integrate with Federal Channel partners, Federal Distributors and Federal systems integrators including RiskRecon Alliance partners to drive net new pipeline growth and accelerate deal velocity

Characteristics of Success

• Extensive Federal enterprise software sales experience focused on “Enterprise Growth Hunter” roles concentrated on new customer acquisition & pipeline growth
• Experience in cybersecurity sales
• Track record of success managing Federal agency accounts, closing significant transactions, and consistent over-attainment of quotas >$1M ARR annual revenue
• Previous success in an early-stage company growing the territory and exceeding sales goals
• Reliable and robust network and "Rolodex" of Executive Security relationships
• Strong organization skills, high activity, effective oral & written communicator
• A Self Starter, able to work effectively with a distributed team
• SaaS experience a plus