Regional Sales Manager, Federal

Job description

**About Andesite:** After decades defending the nation's most sensitive networks, we founded Andesite with a clear mission: to build security products that transform how humans and AI collaborate to defend against increasingly sophisticated cyber threats. We’re a diverse team of cyber and security experts, passionate technologists, and experienced product builders. We come from some of the largest national security, tech, cybersecurity, and data organizations on the planet. We've raised more than $38 million from investors like General Catalyst and Red Cell Partners. The future of cybersecurity isn't about better technology alone—it's about reimagining how humans and machines work together. Come build with us. **Regional Sales Manager, Federal** After decades defending the nation's most sensitive networks, we founded Andesite with a clear mission: to build security products that transform how humans and AI collaborate to defend against increasingly sophisticated cyber threats. We're a diverse team of cyber and security experts, passionate technologists, and experienced product builders. We come from some of the largest national security, tech, cybersecurity, and data organizations on the planet. We've raised more than $38 million from investors like General Catalyst and Red Cell Partners. The future of cybersecurity isn't about better technology alone—it's about reimagining how humans and machines work together. Come build with us. **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 **NICE TO HAVE / EVEN BETTER IF YOU HAVE** - Familiarity with MEDDPIC, Challenger, or other enterprise sales methodologies - Active federal security clearance **COMPENSATION** On-target earnings (OTE): $350,000–$400,000 with a 50/50 split, plus equity **WHAT ANDESITE CAN OFFER** - A competitive base salary, uncapped commission, and meaningful equity ownership in a fast-growing company - 100% employer paid, comprehensive health insurance including medical, dental, and vision for you and your family - A one-time home office stipend to help you get set up for success from day one - Generous, flexible PTO - A true remote-first culture, with a flexible work environment where you manage your workday - Occasional travel to collaborate with customers, your team, and teammates from across the company in person - Up to 14 weeks of 100% paid parental leave *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"). 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