Senior Regional Sales Director – U.S. Federal
About The Position
Diligent is seeking a high-performing federal sales professional to drive growth across the U.S. Federal Government. The Senior Regional Sales Director will be responsible for building and executing the federal go‑to‑market strategy for Diligent’s Governance, Risk, and Compliance (GRC) SaaS platform. This role requires a seasoned federal sales professional with deep knowledge of government procurement, established relationships within federal agencies, and a track record of closing complex enterprise software deals. The ideal candidate combines strategic account leadership with disciplined pipeline execution and thrives in a fast‑growing SaaS environment. You will work closely with Sales Engineering, Solution Architects, Marketing, Customer Success, and channel partners to develop opportunities, navigate federal buying processes, and deliver measurable mission value to federal agencies.
Requirements
- 8+ years of enterprise software or SaaS sales experience with a demonstrated track record of success in the U.S. Federal Government market.
- Proven ability to close complex, multi-stakeholder enterprise deals within federal agencies.
- Strong understanding of federal procurement processes, budgeting cycles, and acquisition vehicles (GSA, IDIQ, GWAC, BPA, etc.).
- Experience selling Governance, Risk, and Compliance (GRC), cybersecurity, audit, or compliance solutions into government organizations.
- Established network of relationships across federal agencies, system integrators, and channel partners.
- Demonstrated success working in partner-led or co-sell sales motions with SIs and distribution partners.
- Strong strategic account planning, territory development, and pipeline generation skills.
- High level of business acumen with the ability to translate mission challenges into technology-driven solutions.
- Self-starter mentality with the ability to operate independently in a highly competitive market.
Responsibilities
- Own and execute Diligent’s U.S. Federal sales strategy, driving new revenue growth and expanding market share across civilian, defense, and intelligence agencies.
- Identify, develop, and close complex enterprise SaaS opportunities within federal agencies through proactive territory development and strategic account planning.
- Leverage existing relationships and federal market expertise to generate pipeline and accelerate sales cycles.
- Navigate federal procurement processes, including contract vehicles such as GSA, GWACs, IDIQs, and agency-specific vehicles.
- Build executive-level relationships with agency leadership, risk and compliance stakeholders, and procurement decision-makers.
- Lead complex deal cycles using a disciplined qualification methodology (MEDDPICC) and value-based selling approach.
- Partner closely with system integrators, channel partners, and distribution partners to drive co-sell opportunities and expand market reach.
- Collaborate cross-functionally with Sales Engineering, Product, Marketing, and Customer Success to deliver compelling proposals, demonstrations, and customer outcomes.
- Maintain accurate pipeline visibility and forecasting through Salesforce and sales engagement tools.
- Represent Diligent in the federal ecosystem through industry engagement, events, and strategic partnerships.
Benefits
- Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few
- Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
