About this Director of Federal Sales role at Andesite
About Andesite:
Andesite, the Human-AI SOC, puts humans at the helm, empowering SOC teams to build their own agents and oversee AI-driven automations. With Andesite, cyber defenders can automate triage, enrichment, and investigations, and respond at machine speed – all while supervising evidence validation and making the critical decisions they are accountable for. Andesite, which is FedRAMP Certified Class D (High), and SOC 2 Type II, arms organizations with defender AI that reduces attack surfaces and eliminates blind spots, powering the shift from a reactive to a proactive security posture. The company leadership spent decades protecting the nation’s most sensitive networks against sophisticated adversaries. Andesite embodies their sense of mission and commitment to developing security products that empower those who work protecting others.
The Role
Andesite is seeking an experienced Director of Federal Sales to build and lead our Federal sales function during a pivotal phase of growth. This is a newly created position and a true player/coach opportunity. You'll both lead a team of sellers and carry your own book of business, shaping our go-to-market strategy across the DOW, IC, and civilian marketplaces from the ground up. It's an exciting time to join Andesite as we deepen our presence in the Federal space, and this role offers the rare chance to lay the foundation for a team and a strategy that will define our Federal growth for years to come.
Scope of Responsibilities
- Lead and develop a team of Federal sellers, driving pipeline and revenue across the DOW, IC, and civilian federal segments
- Partner cross-functionally with product, marketing, and delivery teams to accelerate Andesite's Federal growth
- Coach, mentor, and performance-manage individual contributors - setting territory expectations, running deal reviews, and building the skills and cadence needed for a high-performing federal sales team
- Operate as a true player/coach: carry a personal quota and directly source, manage, and close strategic opportunities alongside leading the team
- Own and drive complex sales cycles from opportunity identification to contract close for multiple opportunities simultaneously
- Develop, maintain, and execute against account plans for clients and prospects
- Serve as an executive-level spokesperson for Andesite presenting solutions to senior government and industry stakeholders and evangelizing the company's value proposition across Civilian, DOW, and IC communities
- Set and enforce sales process rigor: consistent, disciplined use of CRM and sales tools for prospecting, opportunity management, pipeline hygiene, and accurate forecasting
- Partner with sales leadership on hiring, ramping, and territory/quota design as the Federal team scales
- Report on team and individual performance against quota, pipeline coverage, and forecast accuracy to company leadership
Qualifications
- U.S. Citizenship is required
Required Skills
- 3+ years managing a Cybersecurity sales team selling into the Federal government
- 7+ years as an individual contributor selling software directly to the Federal government
- Experience working with resellers and system integrators to execute complex sales cycles in the Federal government
- Current possession of a U.S. security clearance, or the ability to obtain one with our sponsorship
- Proven success at new account development and consistently exceeding quota
- Proficiency with CRM and sales forecasting tools (e.g., HubSpot)
- Experience in the fast-paced environment of a technology startup
- Working experience or familiarity with the DoW Acquisition or Logistics domains
- Exceptional verbal and written communication skills
- Ability to work in a fast-paced, changing environment
Compensation: The base salary range for this role is $200,000 - $225,000, with on-target earnings (OTE) of $400,000–$450,000 at a 50/50 base/commission split. Commission is uncapped. Final compensation will depend on experience, skills, and location. This role is also eligible for our equity program.
Applicant Data Disclosure
By submitting an application, you acknowledge that Red Cell Partners, LLC ("Red Cell") uses third-party service providers to facilitate its recruitment and hiring processes. These providers include applicant tracking systems, candidate verification platforms, and fraud detection tools (collectively, "Hiring Platforms"). Your application materials, including your résumé, cover letter, work samples, responses to application questions, and any other information you submit, may be transmitted to and processed by these Hiring Platforms for the following purposes:
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Applications that are flagged through this process as containing indicators of fraud or material misrepresentation may be declined from further consideration. If you have questions about the status of your application or the evaluation process, please contact talent@redcellpartners.com.
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