Regional Sales Manager, Federal

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.

Regional Sales Manager, Federal

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.

THE ROLE

Andesite is seeking a Regional Sales Manager to own the full sales cycle for net-new federal customers, from prospecting through close and expansion. This is a 100% channel sales role — you'll build and close business exclusively through channel partners, not direct end-customer sales. You'll sell Andesite's AI-driven cyber defense platform into federal civilian and defense agencies, leading consultative, mission-outcomes-focused sales cycles that pair deep security domain expertise with fluency in the federal buying process. This is a high-impact role for a federal seller who thrives in technical environments, engages senior mission and technical stakeholders, and builds pipeline from the ground up. The ideal candidate also cultivates channel relationships with key partners, systems integrators and resellers to accelerate territory revenue and is excited to help define how AI transforms cyber defense."

WHAT YOU'LL DO

Own the full sales cycle for your territory, from prospecting through close and expansion, sourced and closed through channel partners

Build and execute territory strategies to generate pipeline and drive predictable ARR growth

Cultivate and manage on-the-ground relationships with channel partners to identify, develop and close opportunities

Identify and engage security leadership, budget owners and key stakeholders across complex organizations

Lead consultative discovery to understand customer security workflows, operational challenges, and priorities

Develop ROI-driven business cases and value propositions tied to measurable security outcomes

Design and execute successful proof-of-concepts (POCs) with clear objectives and stakeholder alignment

Partner with Field Engineering, Product, Engineering, and Marketing to advance opportunities and ensure customer success

Provide customer and market insights to influence product strategy, positioning, and go-to-market efforts

Position Andesite's AI-driven platform against legacy SOC tooling, point solutions, and manual analyst workflows

Consistently achieve or exceed pipeline and ARR targets

WHO YOU ARE

10+ years of quota-carrying sales experience, ideally in cybersecurity, SaaS, or AI/ML solutions, with a track record of closing complex, high-value deals inside the Federal government

Experience selling to DoD, intelligence community, or federal civilian agencies

Familiarity with federal contract vehicles (GSA Schedule, SEWP, OTAs) and the capture/proposal process

A history of building pipeline from zero through outbound prospecting, territory development, and strategic account planning

Demonstrated success selling channel partners with a proven track record of cultivating deals and relationships with partners on the ground

Experience selling to senior security leadership (e.g., CISO, SOC leadership) and other executive stakeholders

Strong consultative selling skills, with the ability to uncover customer needs and build compelling, ROI-driven business cases

Comfort selling technical, AI-driven products in ambiguous, fast-moving environments

Technical fluency across cybersecurity tooling, integrations, APIs, and data/security infrastructure

Experience driving land-and-expand strategies that grow initial deployments into larger accounts

Experience using CRM tools (e.g., Salesforce, HubSpot) to manage pipeline and forecasting

NICE TO HAVE / EVEN BETTER IF YOU HAVE

Familiarity with MEDDPIC, Challenger, or other enterprise sales methodologies

Active federal security clearance

COMPENSATION

On-target earnings (OTE): $350,000–$400,000 with a 50/50 split, plus equity

WHAT ANDESITE CAN OFFER

A competitive base salary, uncapped commission, and meaningful equity ownership in a fast-growing company

100% employer paid, comprehensive health insurance including medical, dental, and vision for you and your family

A one-time home office stipend to help you get set up for success from day one

Generous, flexible PTO

A true remote-first culture, with a flexible work environment where you manage your workday

Occasional travel to collaborate with customers, your team, and teammates from across the company in person

Up to 14 weeks of 100% paid parental leave

Andesite is an equal opportunity employer, and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

We encourage candidates from all backgrounds to apply, even if you don't feel like you're a perfect fit. If you're passionate about contributing to our mission, we'd love to hear from you!

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:

Managing and administering your application throughout the hiring process;

Verifying the accuracy and authenticity of application materials, including by cross-referencing information you provide against publicly available sources and proprietary databases;

Identifying indicators of potentially fraudulent, fabricated, or materially misleading application content, including but not limited to discrepancies between submitted materials and publicly available professional profiles, geographic anomalies, and fabricated work histories.

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 .

Red Cell requires its Hiring Platform providers to process your information solely for the purposes described above and in accordance with applicable law. Your information will be retained only for as long as necessary to fulfill these purposes and any applicable legal obligations, after which it will be deleted in accordance with Red Cell's data re