Regional Sales Director, SLED

About the role

AppGate sells a Zero Trust Network Access (ZTNA) solution to the Department of Defense and federal agencies. As Regional Sales Director, SLED, you will define and execute the go-to-market and sales strategy for selling to state, local and tribal governments. The role is remote, with preferred locations in the Northeast, Mid-Atlantic and Florida, and reports to the SVP, Sales.

Key responsibilities

• Define a strategy to expand AppGate's presence in government agencies and execute it to close deals and increase adoption.
• Build a robust sales pipeline, qualify opportunities and provide accurate forecasts.
• Close deals with SLED agencies and drive product adoption within them.
• Lead complex, end-to-end sales cycles, including multi-departmental buy-in and RFP/RFI processes.
• Work with internal teams on contract bids, proposals, RFQ responses and Statements of Work.
• Build long-term "trusted advisor" relationships with CIOs, CTOs and Program Directors.
• Translate complex technical value into clear narratives for technical staff and elected officials.

Required profile

• Minimum 7 years selling SaaS or security solutions to state agencies.
• Experience in network performance and security, corporate networking and SD-WAN, and concepts such as Zero Trust and SASE.
• Excellent communication, presentation and influencing skills, able to explain technical, contractual and financial value to senior stakeholders.
• Team player with a strong work ethic and problem-solving mindset.

Required skills

• Public sector procurement vehicles such as NASPO, NASCIO, NASTD, GSA Schedule 70 and state-specific contracts (e.g. NY OGS, MA CommBUYS, Florida STC).
• Understanding of the legislative cycles that drive funding.

Preferred qualifications

• Ability to identify and capture funding streams such as state general funds and IIJA/SLTT federal grants.
• An existing book of business and contacts in key state agencies.

What we offer

• Base salary of $140k-$150k.
• Commissionable 50/50 bonus plan.
• Equity granted upon offer.
• Travel throughout the territory.