Field Sales Director, Federal

About SecurityScorecard SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Evolution Equity Partners, Sequoia Capital, GV and Riverwood Capital. About The Team SecurityScorecard is hiring a Field Sales Director, Federal to drive new business across the full U.S. Federal landscape — including DoW, Defense agencies, Federal Civilian departments, and other government entities. This is a high-impact, quota-carrying role responsible for expanding our footprint across the Federal ecosystem by aligning SecurityScorecard's solutions to agency cybersecurity, risk management, and compliance initiatives (e.g., CMMC, FISMA, Zero Trust, supply chain risk). You'll operate as a strategic seller, owning your territory end-to-end while partnering with internal stakeholders and channel partners to drive pipeline, close deals, and scale long-term growth. What You Will Do Develop and execute territory and account strategies aligned to Federal agency priorities across DoD, Defense agencies, and Civilian departments, including cybersecurity posture management, third-party risk, and Zero Trust initiatives Build and manage a pipeline of qualified opportunities across assigned Federal accounts Engage and establish credibility with key stakeholders including CIO, CISO, Risk, Procurement, and Program leadership across both Defense and Civilian environments Translate agency mission priorities and compliance drivers (CMMC, FISMA, NIST, Zero Trust) into compelling SecurityScorecard use cases Drive full-cycle sales from prospecting through close, consistently exceeding pipeline, booking, and revenue targets Partner cross-functionally with Marketing, Customer Success, and Solutions Engineering to drive demand generation and customer outcomes Leverage and expand relationships with channel partners (VARs, GSIs, MSSPs) to accelerate deal cycles and market penetration across the Federal ecosystem Lead strategic account planning, forecasting, and pipeline management with high accuracy Coordinate regional marketing and field activities tied to pipeline generation and ROI Represent the voice of the Federal customer internally to influence product and GTM strategy. Basic Qualifications Based in the Greater Washington, D.C. / Northern Virginia / Maryland metro area 10+ years of enterprise sales experience, including selling into U.S. Federal agencies across DoD and/or Civilian verticals Demonstrated success exceeding pipeline generation, bookings, and revenue targets Proven ability to build relationships with senior government stakeholders (CIO/CISO level) across Defense and/or Civilian agencies Experience selling cybersecurity, SaaS, or risk management solutions into Federal accounts Familiarity with Federal procurement processes (e.g., GSA schedules, IDIQs, OTAs, FedRAMP environments) Additional Qualifications Strong understanding of Federal cybersecurity frameworks and