Federal Enterprise Sales Director

The Federal Enterprise Sales Director (FESD) is responsible for selling our Cloud Workload Halo Security Service within Federal Government Major Agencies and Departments with special focus on the Intelligence Community (NSA) and Regulatory Agencies (FAA). Preference, but not critical for a candidate to have security clearance (Green Badge).  After over two years of work, CloudPassage is now FedRamp “Ready” and we are an In-Q-Tel Portfolio Company—all proof positive that CloudPasage is ready to cultivate a growing need within the Federal Government for cloud workload security and compliance delivered as a service across any infrastructure.  Please note an accomplished Federal Sales Engineer is already on board and Inside Sales resources as well as Federal Marketing resources will be available to lead this important market.  CloudPassage is committed to a partnering approach and Carasoft is our first federally focused reseller to come on board with more to follow.  We are looking for an accomplished sales lead to catalyze our significant federal market opportunity in 2017 and beyond.

The Federal Enterprise Sales Director will own the federal business and work with accounts to drive annual SaaS contracts for our unique, automated security platform by building a relationship with key players in their accounts; penetrating the new account at all levels and all subsidiaries; becoming a trusted advisor on security and compliance solutions to meet the needs of their accounts; and maintaining an on-going account strategy for selling CloudPassage Security Platform and modules. 

The FESD should be an asset to their accounts by helping to protect corporate assets in their corporate and data center environments. The FESD stays in total engagement with the account during the sales cycle while bringing in additional necessary resources from the Sales Engineering, Product, and Leadership. The position requires significant regional planning, account penetration and presentation skills while working closely with product SME’s, Solution Architects, and Evangelist in face-to-face client and prospect calls. 

Responsibilities: 

  • Build and develop key executive relationships across multiple business units (Security, Compliance, Application Development, IT) where no previous business existed (Net New ARR).
  • Develop and execute monthly, quarterly and annual account plans through superior account management skills.
  • Develop and execute a strategy to drive repeatable business and long-term revenue opportunities.
  • Penetrate the account to stay current on all activity and maximize sales volume by increasing size and length of the sales deal.
  • Negotiate pricing and implementation for complex sales including multiple products and services to accounts with multiple subsidiaries in multiple locations.
  • Manage cross-functional teams, clarify roles and responsibilities, and boost collaboration. 
  • Forecast sales volume and personnel requirements using SFDC weekly.
  • Ensure the highest level of Customer Experience on each and every engagement.
  • Forecast sales volume and personnel requirements using SFDC weekly.
  • Ensure the highest level of Customer Experience on each and every engagement.
  • Deliver and present persuasive presentations to audiences of all sizes and levels.
  • Communicate effectively at QBR’s, meetings, providing presentations, and in written documents.

Required Skills: 

  • 10 + years selling to large Enterprise and/or Federal Accounts with preferable 5+ years of fast-paced, “hunter” focused selling for an early-stage technology disrupter.
  • Sales responsibility for a minimum of $700Kn in revenue and/or ARR $1M; with a consistent, proven track record of meeting/exceeding quota.
  • Preferred sales experience in selling security solutions and services (SaaS, IaaS) or an enterprise-wide product to high level asset owners.
  • Proven track record of selling to executive and field C- level customers, specifically CISO’s.
  • Preferred candidate with established networks and relationships.
  • Demonstrable success in driving highest levels of customer experience.
  • Security Clearance preferred.

About CloudPassage

At CloudPassage, we are all about making cloud computing more secure and agile for leading global enterprise companies by resolving the number one inhibitor to cloud adoption: security. This challenge requires smart, passionate, and creative people.

We invented agile security for modern infrastructure. Our platform protectthe most critical business assets. Staying in front of the cloud security landscape is a huge challenge that requires expertisecreativity, hard work and intense collaboration.

Leading enterprises like ATT, Citrix, Fidelity, Intel, GE, and use CloudPassage to enhance their security and compliance posture, while remaining agile. Headquartered in San Francisco, CA, CloudPassage is backed by Benchmark Capital, Lightspeed Venture Partners, Meritech Capital Partners, Tenaya Capital, Shasta Ventures, Musea Ventures and other leading investors.  Note CloudPassage is an In-Q-Tel Portfolio Company

Top Reasons to Work With Us:

  • CloudPassage is a growing, well funded company that is making a difference
  • At the leading edge of enabling security automation as firms transform their business through private, public and hybrid cloud infrastructure technologies.
  • Competitive pay, benefits, and stock options with the opportunity to build a huge business and create lasting economic value
  • Rapid career advancement (plenty of opportunity to take on additional responsibility with a fast growing company!)
  • Opportunity to work with Fortune 1000 Companies
  • Opportunity to make an impact on customer's security issues


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