Director of Federal Sales

About Andesite:

After decades defending the nation's most sensitive networks, we founded Andesite with a clear mission: to build security products that transform how humans and AI collaborate to defend against increasingly sophisticated cyber threats.

We’re a diverse team of cyber and security experts, passionate technologists, and experienced product builders. We come from some of the largest national security, tech, cybersecurity, and data organizations on the planet.

We've raised more than $38 million from investors like General Catalyst and Red Cell Partners.

The future of cybersecurity isn't about better technology alone—it's about reimagining how humans and machines work together. Come build with us.

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: $225,000-$250,000 base salary. This represents the typical salary range for this position based on experience, skills, and other factors.

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