Sr Regional Sales Manager, Federal

Job description

MinIO is the data and memory foundation for enterprise AI. Built for the speed, scale, and economics that AI and analytics demand, AIStor and MemKV unify every layer of the data stack, from agentic and inference context memory to tables and objects across core, edge, and cloud. Trusted by 77% of the Fortune 100, MinIO is redefining how AI factories, intelligent applications, and autonomous agents secure, persist, and unlock the full value of their data. The federal government generates more data every day than most organizations manage in a decade, streaming continuously from satellites, unmanned systems, sensors, and warfighters across every domain and classification level. At the same time, AI is transforming how that data gets used, from massive training data lakes to real-time decision-making at the tactical edge. MinIO sits at the center of both problems. We are the data foundation that lets federal and defense customers store, move, and act on their data at any scale, in any environment, including the most austere and disconnected ones on the planet. This isn't incremental infrastructure work; it's the layer that decides whether the right data reaches the right decision-maker at the right moment. The Sr Regional Sales Manager, Federal at MinIO will lead new business development for our Federal practice in an individual contributor capacity. MinIO Federal is a channel-first organization. The right candidate has a working network of FSI, ecosystem, and channel partner relationships to activate on day one. **What You Will Do:** - **Drive Pipeline Through Partners:** Actively develop and close new business across DoW, IC, and civilian agencies by activating and expanding relationships with existing and new federal channel partners and systems integrators. - **Leverage Existing Relationships:** Bring and activate your own network of federal customer, partner, and FSI contacts to accelerate pipeline from day one. Established relationships with agencies, primes, or federal resellers are a core requirement of this role. - **Own the Sales Cycle:** Manage the full sales cycle through close, maintaining a healthy, accurately forecasted pipeline. - **Articulate MinIO's Value in a Federal Context:** Tailor MinIO's value proposition to federal buyers and their unique constraints, budget cycles, compliance requirements, and procurement vehicles, spanning both traditional data infrastructure and emerging AI/ML, inference, and agentic AI use cases, and equip partners to do the same. - **Cross-Functional Collaboration:** Work closely with our Federal field architect, channel, and marketing resources to align technical, partner, and go-to-market strategy, and ensure a seamless customer and partner experience. - **Accurate Forecasting:** Maintain transparent, accurate forecasts of pipeline and sales activity to support planning and the broader Federal growth model. **Your Skills and Experience:** - Established Federal Relationships: Existing, active relationships with federal systems integrators, resellers, and agency contacts that can be brought to bear immediately. - Federal Sales Experience: 7+ years of experience in federal or public sector sales, with a demonstrated track record of sourcing and closing new business through partners and channel relationships. - Channel-Led Sales Motion: Deep familiarity with partner-led federal sales models, deal registration, teaming agreements, and working alongside resellers and SIs rather than solely direct-to-agency. - Domain Knowledge: Background in technology sales, ideally cloud-native infrastructure, storage, and/or AI/data platforms; understanding of federal buyer constraints (procurement vehicles, budget cycles, compliance). - Startup/Growth-Stage Experience: Comfortable operating in a lean, fast-moving environment without the infrastructure of a large, established sales org. - Challenger Approach: Skilled at identifying and challenging the status quo, demonstrating clear business value, and closing competitive deals. - Excellent Communication: Strong verbal and written communication skills, able to represent MinIO credibly to agency stakeholders, partner executives, and internal leadership alike. - Clearance: Active security clearance, or the ability to obtain one. - Educational Background: BA or BS in a related field or equivalent experience. **What We Offer:** - Health Care Plan (Medical, Dental & Vision) - 401K with 3% Contribution - Pre-IPO Stock Options - At least 12 Public Holidays - Flexible Time Off ##### **Equal Opportunity Policy (EEO)** MinIO is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.