RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 90% faster certification times, and 60% less audit prep time. Today’s expansive security and compliance requirements can only be met with a modern, CCM based approach, and RegScale is the leader in that space.  

Position:

We are actively seeking a Business Development Representative (BDR), who will be a key part of our Go-to-Market plan and have a substantial impact on the GTM teams’ efforts to hit their goals. If you are somebody who is a self-starter, hard worker, highly organized, and wants to be a part of an industry-disrupting team, then you are in the right place!

Key Responsibilities:

• Identifying and researching potential customers who could benefit from our platform 
• Connecting with key accounts via phone, email, and social channels while leveraging a personalized, research-based methodology and practice
• Responsible for 50+ calls/day, in addition to other KPIs
• Guiding potential customers through the evaluation journey with discussions centered around pain points and budget to then align them to the appropriate Account Executive for further discovery 
• Leverage AI tools to enhance productivity (accelerating research, improving messaging quality, optimizing daily workflows, etc.)
• Scheduling and hosting meetings with potential customers
• Promoting and attending RegScale in-person and virtual events
• Managing and updating CRM as it relates to progressing potential opportunities up and through to Account Executive hand-off
• Providing insights and feedback on aspects of the Top of Funnel process 

Required Skills:

• 1+ years of experience as an SDR/BDR achieving 100%+ quota 
• Excellent written and verbal communication skills 
• Experience and/or training in cold-calling and qualification methodologies (i.e., MEDDPPICC). Consultative selling experience a plus 
• Experience being comfortable asking direct questions about budget and funding 
• Experience leveraging AI tools to improve prospecting efficiency, personalize outreach, and streamline workflows 
• Superb organization and time management skills! 
• Data-driven 
• Reflective – can self-assess or self-diagnose and willing to collaborate on improvement 
• Self-motivated and able to work independently 
• COACHABLE - willing to accept and give constructive feedback 
• Willing to think outside of the box to find creative ways to get in touch with potential customers 
• Strong collaboration skills as this role will be responsible for working with Sales, Marketing, RevOps, etc. 
• A positive attitude and willingness to have fun while we work! 

Preferred Skills:

• Technical product experience
• GRC SaaS experience a major plus 

Education/Training, Qualifications, and Certifications: 

• Bachelor’s degree required 
• Formal business development training is a plus 

Position must be a US Citizen and is subject to a background check and unannounced drug testing requirements. Position will require low to moderate travel to RegScale office, industry events, partner and customer sites. Position is remote, with a preference for candidates located in the Central Time Zone. We recognize that Business Development is vital to our company’s success, and we have created a generous compensation package that includes a competitive OTE with significant stock options to help us recruit the most exceptional talent that is maniacally focused on delighting our customers. If you’re ready to help redefine an entire industry, we are excited to have you on our team.

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and  efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 200,000% faster ATO times, and 60% less audit prep. Automating the ATO process is one of the greatest cost savings opportunities and enabler of innovation within the US Government. 

Position:

Do you have experience selling into federal agencies? Are you a high-activity seller who thrives on delivering value with disruptive tech solutions? If so, we have the position for you at an innovative startup that is transforming the compliance industry! As Federal Sales Director - DoW / Aerospace & Defense, you will be responsible for developing and executing our Federal GTM strategy, driving new customer acquisition, and expanding RegScale’s presence across the Federal landscape. This is a high-impact, strategic role requiring a mix of DoW/A&D sales expertise and hands-on execution. You will work closely with our executive leadership, product, marketing, and partner teams to ensure the Defense Industrial Base can accelerate compliance and security automation with RegScale’s cutting-edge CCM platform. 

This position requires U.S. Citizenship and is subject to a background check and unannounced drug testing requirements. The role is remote-first, but candidates must be located in the Washington, D.C. metro area, and will require travel to federal customer sites, RegScale offices, and industry events. We recognize that sales is critical to our company’s success and have created a generous compensation package, including a competitive OTE with significant stock options to recruit exceptional talent committed to customer success. If you're ready to help redefine compliance in the federal space, we want you on our team. 

Key Responsibilities: 

• Develop and execute the Federal Go-to-Market (GTM) strategy
• Own and expand the Federal sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships
• Navigate Federal procurement processes, including FAR, DFARS, FedRAMP, ATO, and other regulatory frameworks.
• Build and maintain executive-level relationships with key decision-makers, including CISOs, ISSOs, AOs, and procurement officials.
• Work cross-functionally with marketing, product, and engineering teams to align product capabilities with Federal compliance requirements.
• Establish and grow partnerships with systems integrators (SIs), resellers, and technology providers to expand RegScale’s reach in the Federal sector.
• Represent RegScale at Federal industry events, conferences, and briefings to drive brand awareness and market positioning.
• Continually evolve our scalable sales processes, including pipeline management, forecasting, and deal execution. 

Qualifications & Experience: 

• 8+ years of SaaS / Enterprise Software Sales experience, with at least 5+ years focused on selling into the DoW.
• Proven track record of building and leading winning teams, capable of closing multi-million dollar Federal contracts and building and maintaining pipeline coverage requirements.
• Deep knowledge of Federal procurement, budgeting cycles, and contract vehicles (GSA, SEWP, IDIQs, OTAs, etc.).
• Existing network of Federal security and compliance contacts.
• Strong understanding of FedRAMP, NIST, CMMC, ATO processes, and cybersecurity compliance frameworks.
• Experience working with systems integrators, channel partners, and public sector resellers.
• Ability to create and execute a Federal GTM strategy while rolling up your sleeves to drive pipeline and close deals.
• Demonstrated success in a fast-growing SaaS startup environment is a plus.
• Willingness to travel as needed for Federal customer engagements and industry events.
• U.S. Citizenship required; ability to obtain or currently hold a security clearance is a plus. 

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 90% faster certification times, and 60% less audit prep time. Today’s expansive security and compliance requirements can only be met with a modern, CCM based approach, and RegScale is the leader in that space.  

Position:

The Channel Sales Director role is responsible for developing, managing, and scaling strategic relationships with Value-Added Resellers (VARs) across the United States to drive revenue growth, market expansion, and customer success for RegScale. 

This role serves as the primary business owner of the VAR ecosystem, ensuring partners are enabled, motivated, and aligned to effectively position and sell RegScale solutions that bridge the gap between security, risk, and compliance.   

The ideal candidate blends channel sales expertise, existing channel relationships, cybersecurity/GRC domain knowledge, and strategic partner development experience. 

Key Responsibilities: 

• VAR Recruitment and Territory Coverage
  • Identify, recruit, and onboard high-potential VARs across key U.S. regions. 
  • Target cybersecurity, compliance, audit, MSP, and advisory-focused resellers aligned to GRC buyer personas (CISO, CRO, CIO, CFO, Compliance Officer). 
  • Develop geographic and vertical coverage strategy (Financial Services, Healthcare, Government, Manufacturing, Higher Ed, etc.). 
  • Conduct due diligence on partner business models, services capabilities, and go-to-market fit. 
• Revenue Growth & Pipeline Development
  • Own channel-sourced and channel-influenced revenue targets. 
  • Build joint business plans (JBPs) with strategic VARs. 
  • Drive co-selling motions between VAR account teams and internal sales teams. 
  • Develop and manage pipeline visibility, forecasting, and deal registration processes. 
  • Increase average deal size through bundling RegScale platform + advisory services. 
• Partner Enablement & Certification
  • Lead onboarding and enablement programs to ensure VARs can position RegScale solutions effectively, demo the platform, conduct discovery around risk and compliance pain points
  • Develop certification tracks
  • Host quarterly partner training sessions and regional roadshows. 
  • Own monthly/quarterly partner leader operating cadence  
  • Manage partner contracts, incentives, MDF, and discount structures. 

Required Skills:

• 5+ years in channel sales or partner management (preferably SaaS, cybersecurity, or GRC). 
• Proven experience managing national VAR ecosystems. 
• Familiarity with enterprise buying cycles. 
• Ability to work cross-functionally and influence internal teams. 
• Strong executive communication and negotiation skills. 
• Willingness to travel nationally (25–50%). 

Preferred Skills:

• Experience working with partners selling into regulated industries. 
• Strong understanding of compliance frameworks (SOC 2, ISO 27001, NIST CSF, HIPAA, PCI DSS). 

Education/Training, Qualifications, and Certification: 

• Bachelor’s degree in Business, Marketing, Finance, Information Systems, Cybersecurity, or related field
  • OR equivalent professional experience in channel sales or cybersecurity 

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 90% faster certification times, and 60% less audit prep time. Today’s expansive security and compliance requirements can only be met with a modern, CCM based approach, and RegScale is the leader in that space.

Position:

Do you believe that maintaining compliance as a business should be affordable, transparent, and easy? If yes, then we have a critical position in an innovative startup disrupting the compliance industry for you! We are seeking a subject matter expert in GRC to help us win more business as well as ensure value realization for our existing customers. We’re looking for you to play the SME role in new sales pursuits, in designing solution messaging, and in engaging with our existing customers to help them better their compliance and risk programs. This role will significantly influence our Go to Market execution and will be at the heart of the market and customer-facing interactions. If you like action, accountability, and building a business from the ground up, you’ll love this opportunity to join a hyper-growth market disrupter. 

The position must be a US Citizen and is subject to a background check and unannounced drug testing requirements. We recognize that our customers’ success is vital to our company’s success and have created a generous compensation package that includes a competitive OTE with significant stock options to help us recruit the most exceptional talent that is maniacally focused on delighting our customers and partners. We are excited to have you on our team if you’re ready to help redefine an entire industry and raise the bar for our organization.

Activities:

• Assist in pipeline development and sales pursuits using your Subject Matter Experience to align the RegScale value proposition to customer needs
• Co-develop messaging and value proposition materials with the sales and marketing teams
• Develop and lead Solution Workshops with prospects and existing customers to define business objectives, quantify business benefits, and determine the functional requirements to achieve them
• Help customers achieve their desired results from RegScale by leveraging your domain experience to drive valuable program outcomes
• Design and institute a value calculator to assess value received by customer organizations
• Collaborate with functional stakeholders to develop and execute customer, partner, and employee enablement programs

Proven Capabilities:

• Ability to build a plan and execute effectively to achieve quantifiable results, quarter over quarter
• High energy, hard worker ready to put in the hours necessary to build the business and reap the rewards that come with doing so
• Able to be flexible and agile in responding to evolving business priorities and dealing with ambiguity
• Able to collaborate effectively across the organization and with external stakeholders
• Able to build effective virtual teams with client and partner networks
• Experience successfully working with senior (C-level) executives to achieve specific outcomes
• Willing and able to address escalated stakeholder issues with speed and urgency
• Team player who thrives in cross-functional teams including Sales, Product, and Marketing
• Must be a self-starter who works well on diverse and blended teams

Education/Training, Qualifications, and Certification:

• You have 4+ years experience as a Risk and Compliance practitioner and/or 4+ years experience in presales engineering within the GRC / InfoSecurity market
• You have a strong network of relationships in Security and GRC ecosystem
• You have expertise in driving results and outcomes while solving complex business problems, as an individual contributor and through direct reports
• You use your excellent presentation, organizational, and communication skills to communicate complex concepts to diverse audiences
• You exhibit the ability to partner effectively with C-Suite, VP, and Director-level contacts in addition to the day-to-day users of technologies
• You have a Bachelor’s degree in Business, or related field or equivalent experience

RegScale is a CCM platform enhancing GRC outcomes. RegScale bridges security, risk, and compliance by overcoming speed, timeliness, and high costs. Our CCM platform and AI deliver GRC results, cutting costs and accelerating compliance. Achieve rapid certification, anticipate threats, and automate evidence collection. Organizations experience 90% faster compliance and 60% less audit prep.

Position:

Do you believe that maintaining compliance as a business should be affordable, transparent, and easy? If yes, then we have a critical position in an innovative startup disrupting the compliance industry for you! We are seeking a subject matter expert in GRC to help us win more business as well as ensure value realization for our existing customers. We’re looking for you to play the SME role in new sales pursuits, in designing solution messaging, and in engaging with our existing customers to help them better their compliance and risk programs. This role will significantly influence our Go to Market execution and will be at the heart of the market and customer-facing interactions. If you like action, accountability, and building a business from the ground up, you’ll love this opportunity to join a hyper-growth market disrupter. 

The position must be a US Citizen and is subject to a background check and unannounced drug testing requirements. We recognize that our customers’ success is vital to our company’s success and have created a generous compensation package that includes a competitive OTE with significant stock options to help us recruit the most exceptional talent that is maniacally focused on delighting our customers and partners. We are excited to have you on our team if you’re ready to help redefine an entire industry and raise the bar for our organization.

Activities:

• Assist in pipeline development and sales pursuits using your Subject Matter Experience to align the RegScale value proposition to customer needs
• Co-develop messaging and value proposition materials with the sales and marketing teams
• Develop and lead Solution Workshops with prospects and existing customers to define business objectives, quantify business benefits, and determine the functional requirements to achieve them
• Help customers achieve their desired results from RegScale by leveraging your domain experience to drive valuable program outcomes
• Design and institute a value calculator to assess value received by customer organizations
• Collaborate with functional stakeholders to develop and execute customer, partner, and employee enablement programs

Proven Capabilities:

• Ability to build a plan and execute effectively to achieve quantifiable results, quarter over quarter
• High energy, hard worker ready to put in the hours necessary to build the business and reap the rewards that come with doing so
• Able to be flexible and agile in responding to evolving business priorities and dealing with ambiguity
• Able to collaborate effectively across the organization and with external stakeholders
• Able to build effective virtual teams with client and partner networks
• Experience successfully working with senior (C-level) executives to achieve specific outcomes
• Willing and able to address escalated stakeholder issues with speed and urgency
• Team player who thrives in cross-functional teams including Sales, Product, and Marketing
• Must be a self-starter who works well on diverse and blended teams

Education/Training, Qualifications, and Certification:

• You have 2+ years experience as a Risk and Compliance practitioner and/or 4+ years experience in presales engineering within the GRC / InfoSecurity market
• You have a strong network of relationships in Security and GRC ecosystem
• You have expertise in driving results and outcomes while solving complex business problems, as an individual contributor and through direct reports
• You use your excellent presentation, organizational, and communication skills to communicate complex concepts to diverse audiences
• You exhibit the ability to partner effectively with C-Suite, VP, and Director-level contacts in addition to the day-to-day users of technologies
• You have a Bachelor’s degree in Business, or related field or equivalent experience

RegScale is a CCM platform enhancing GRC outcomes. RegScale bridges security, risk, and compliance by overcoming speed, timeliness, and high costs. Our CCM platform and AI deliver GRC results, cutting costs and accelerating compliance. Achieve rapid certification, anticipate threats, and automate evidence collection. Organizations experience 90% faster compliance and 60% less audit prep.

Position:

Do you believe that maintaining compliance as a business should be affordable, transparent, and easy? If yes, then we have a critical position in an innovative startup disrupting the compliance industry for you! We are seeking a subject matter expert in GRC to help us win more business as well as ensure value realization for our existing customers. We’re looking for you to play the SME role in new sales pursuits, in designing solution messaging, and in engaging with our existing customers to help them better their compliance and risk programs. This role will significantly influence our Go to Market execution and will be at the heart of the market and customer-facing interactions. If you like action, accountability, and building a business from the ground up, you’ll love this opportunity to join a hyper-growth market disrupter. 

The position must be a US Citizen and is subject to a background check and unannounced drug testing requirements. We recognize that our customers’ success is vital to our company’s success and have created a generous compensation package that includes a competitive OTE with significant stock options to help us recruit the most exceptional talent that is maniacally focused on delighting our customers and partners. We are excited to have you on our team if you’re ready to help redefine an entire industry and raise the bar for our organization.

Activities:

• Assist in pipeline development and sales pursuits using your Subject Matter Experience to align the RegScale value proposition to customer needs
• Co-develop messaging and value proposition materials with the sales and marketing teams
• Develop and lead Solution Workshops with prospects and existing customers to define business objectives, quantify business benefits, and determine the functional requirements to achieve them
• Help customers achieve their desired results from RegScale by leveraging your domain experience to drive valuable program outcomes
• Design and institute a value calculator to assess value received by customer organizations
• Collaborate with functional stakeholders to develop and execute customer, partner, and employee enablement programs

Proven Capabilities:

• Ability to build a plan and execute effectively to achieve quantifiable results, quarter over quarter
• High energy, hard worker ready to put in the hours necessary to build the business and reap the rewards that come with doing so
• Able to be flexible and agile in responding to evolving business priorities and dealing with ambiguity
• Able to collaborate effectively across the organization and with external stakeholders
• Able to build effective virtual teams with client and partner networks
• Experience successfully working with senior (C-level) executives to achieve specific outcomes
• Willing and able to address escalated stakeholder issues with speed and urgency
• Team player who thrives in cross-functional teams including Sales, Product, and Marketing
• Must be a self-starter who works well on diverse and blended teams

Education/Training, Qualifications, and Certification:

• You have 2+ years experience as a Risk and Compliance practitioner and/or 4+ years experience in presales engineering within the GRC / InfoSecurity market
• You have a strong network of relationships in Security and GRC ecosystem
• You have expertise in driving results and outcomes while solving complex business problems, as an individual contributor and through direct reports
• You use your excellent presentation, organizational, and communication skills to communicate complex concepts to diverse audiences
• You exhibit the ability to partner effectively with C-Suite, VP, and Director-level contacts in addition to the day-to-day users of technologies
• You have a Bachelor’s degree in Business, or related field or equivalent experience

RegScale is a CCM platform enhancing GRC outcomes. RegScale bridges security, risk, and compliance by overcoming speed, timeliness, and high costs. Our CCM platform and AI deliver GRC results, cutting costs and accelerating compliance. Achieve rapid certification, anticipate threats, and automate evidence collection. Organizations experience 90% faster compliance and 60% less audit prep.

Position:

Do you believe that maintaining compliance as a business should be affordable, transparent, and easy? If yes, then we have a critical position in an innovative startup disrupting the compliance industry for you! We are seeking a subject matter expert in GRC to help us win more business as well as ensure value realization for our existing customers. We’re looking for you to play the SME role in new sales pursuits, in designing solution messaging, and in engaging with our existing customers to help them better their compliance and risk programs. This role will significantly influence our Go to Market execution and will be at the heart of the market and customer-facing interactions. If you like action, accountability, and building a business from the ground up, you’ll love this opportunity to join a hyper-growth market disrupter. 

The position must be a US Citizen and is subject to a background check and unannounced drug testing requirements. We recognize that our customers’ success is vital to our company’s success and have created a generous compensation package that includes a competitive OTE with significant stock options to help us recruit the most exceptional talent that is maniacally focused on delighting our customers and partners. We are excited to have you on our team if you’re ready to help redefine an entire industry and raise the bar for our organization.

Activities:

• Assist in pipeline development and sales pursuits using your Subject Matter Experience to align the RegScale value proposition to customer needs
• Co-develop messaging and value proposition materials with the sales and marketing teams
• Develop and lead Solution Workshops with prospects and existing customers to define business objectives, quantify business benefits, and determine the functional requirements to achieve them
• Help customers achieve their desired results from RegScale by leveraging your domain experience to drive valuable program outcomes
• Design and institute a value calculator to assess value received by customer organizations
• Collaborate with functional stakeholders to develop and execute customer, partner, and employee enablement programs

Proven Capabilities:

• Ability to build a plan and execute effectively to achieve quantifiable results, quarter over quarter
• High energy, hard worker ready to put in the hours necessary to build the business and reap the rewards that come with doing so
• Able to be flexible and agile in responding to evolving business priorities and dealing with ambiguity
• Able to collaborate effectively across the organization and with external stakeholders
• Able to build effective virtual teams with client and partner networks
• Experience successfully working with senior (C-level) executives to achieve specific outcomes
• Willing and able to address escalated stakeholder issues with speed and urgency
• Team player who thrives in cross-functional teams including Sales, Product, and Marketing
• Must be a self-starter who works well on diverse and blended teams

Education/Training, Qualifications, and Certification:

• You have 2+ years experience as a Risk and Compliance practitioner and/or 4+ years experience in presales engineering within the GRC / InfoSecurity market
• You have a strong network of relationships in Security and GRC ecosystem
• You have expertise in driving results and outcomes while solving complex business problems, as an individual contributor and through direct reports
• You use your excellent presentation, organizational, and communication skills to communicate complex concepts to diverse audiences
• You exhibit the ability to partner effectively with C-Suite, VP, and Director-level contacts in addition to the day-to-day users of technologies
• You have a Bachelor’s degree in Business, or related field or equivalent experience