Senior Director, Federal Sales (Civilian)

Washington, DC, United States

About SecurityScorecard

Funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV, Riverwood Capital, and others with over $290 million in funding, SecurityScorecard is the global leader in cybersecurity ratings and the only service with over 2M+ companies continuously rated. Founded in 2013 by security and risk experts Dr. Aleksandr Yampolskiy and Sam Kassoumeh, SecurityScorecard’s patented rating technology is used by over 16,000 organizations for enterprise risk management, third-party risk management, board reporting, due diligence, and cyber insurance underwriting. This is done by measuring your and your vendors' cyber-health by assigning a security rating of "A" through "F" based on outside-in, non-intrusive data. SecurityScorecard continues to make the world a safer place by transforming the way companies understand, improve and communicate cybersecurity risk to their boards, employees, and vendors.

SecurityScorecard is headquartered in NYC with over 400+ employees globally. Our culture has helped us be recognized by Inc Magazine as a "Best Workplace," "Best Places to Work in NYC" by Crain's NY, and one of the 10 hottest SaaS startups in NY for two years in a row.

About the team

SecurityScorecard, a game changing leader in Cybersecurity with a mission of making the word a safer place by transforming the way agencies understand, improve and communicate cybersecurity risk to their constituents, is hiring a Federal Sales Director who will be responsible for identifying, developing, and closing new business w/ U.S. Federal Agencies. This is a career changing opportunity, a pivotal role in driving our company’s expansion in the Americas with lots of visibility.

What you will do

Develop and execute account strategies/ business plans that align SSC use case solutions to Federal Agency initiatives, which result in qualified opportunity

Develop GTM demand creation strategies for the respective Federal Territory with other cross functional resources within SSC to align customer interest, adoption and retention.

Qualify and understand target prospects security priorities and provide compelling, differentiated association to SSC offerings.

Establish relevance with key agency economic buyers and technical decision makers, typically at the CIO, CISO and CAO level

Leverage agency knowledge and market intelligence to drive actions that generate sales outcomes.

Exceed pipeline creation targets, booking targets and revenue quota targets

Track, forecast, coordinate and report on sales opportunities

Establish and manage true business partnerships with key channel partners such as Resellers and MSSP’s, focused on customer success

Coordinate local strategic marketing activities tied to the business's goals w/ clear ROI

Have strong problem resolution skills which enable you to proactively identify a potential issue, escalate a suggested resolution and collaborate to resolve the issue in conjunction with the SSC PS team

Have strong presentation skills and be able to present SSC value proposition succinctly one on one and one to many independently

Manage region like your own business while working strategically as a teammate with your peers and partners

Build the infrastructure to scale a federal practice

Project professionalism and dedication to customer and partner success

Accurately forecast and capture details in internal systems and reporting

Operate with the highest ethical standards

Basic Qualifications

Reside in Greater Baltimore /Washington, D.C Metro Area

Existing U.S. government clearance and or clear indication of eligibility for U.S. government clearance

10+ years of sales experience selling software security solutions to Federal Civilian agencies, aligning to U.S. Federal Cyber mission imperatives

Demonstrated history of exceeding booking and revenue targets

Proven experience developing relationships with senior executives

Demonstrated track record of selling Cloud Cybersecurity SaaS solutions to U.S. Federal government.

Understand Cyber Service Provider SaaS solution delivery to U.S. Government

Additional Qualifications

Knowledge of FedRAMP CSP program and associated controls and data governance

Demonstrable success communicating Cyber value proposition to Government CXO’s in a manner reflective of the target prospects KPI’s and compliance drivers

Experience with DHS and CISA programs w/past success capturing large Cyber wins through these programs

Proven ability to scale revenue from $0-$10M+

Experience in building a federal sales team from the ground up

Agility to operate as bother leader and individual contributor

Expertise in executing a evangelical sales motion at a startup

Benefits

We offer a competitive salary, stock options, a comprehensive benefits package, including health and dental insurance, unlimited PTO, parental leave, tuition reimbursements, and much more!

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based upon merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law.

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, please contact [email protected].

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law.

SecurityScorecard does not accept unsolicited resumes from employment agencies.

If you are a resident of Colorado, New York City, California or Washington State, please email us at  [email protected]  to receive compensation information for this role.

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