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.