Regional Sales Director, SLED

About the role

Define and execute AppGate's go-to-market (GTM) and sales strategy for selling to government agencies. This is a highly impactful individual contributor role. You'll combine your knowledge of government procurement with a deep understanding of our value proposition to design and execute a strategy that drives adoption across government agencies. You will act as a sophisticated navigator of the public sector, translating complex technical solutions into mission-critical outcomes for government agencies.

Key Responsibilities

• Develop a Strategy - Define a clear and compelling plan to expand our presence in government agencies
• Execute and Drive Growth - Implement that strategy to deliver closed-won deals and increased product adoption
• Pipeline Generation - Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts
• Sales Execution - Close deals with SLED agencies and drives product adoption within those organizations
• Complex Cycle Management: Lead and execute sophisticated, end-to-end sales cycles within the SLED market, often involving multi-departmental buy-in and complex RFP/RFI processes
• Collaborate with internal teams to deliver contract bids, proposals, RFQ responses, and Statements of Work that reflect our commitment to excellence
• Executive Relationship Building: Cultivate and maintain deep, long-term "trusted advisor" relationships with CIOs, CTOs, and Program Directors across state and local agencies
• Communication Mastery: Exceptional ability to distill complex technical value propositions into compelling narratives for both technical staff and non-technical elected officials
• Procurement Mastery: Deep understanding of public sector procurement vehicles (e.g., NASPO, NASCIO, NASTD, GSA Schedule 70, state-specific contracts - NY OGS, MA CommBUYS, Florida STC) and the legislative cycles that drive funding

Required Qualifications

• A SLED veteran: Minimum 7 years selling SaaS/Security solutions to State agencies
• Experience in network performance and security, "how the Internet works", corporate networking and SD-WAN as well as industry concepts such as Zero Trust and SASE
• Team player - selling is a team sport
• Excellent communication, presentation, and influencing skills; capable of articulating technical, contractual, and financial value to senior stakeholders
• High-energy, service-oriented with a strong work ethic and problem-solving mindset

Preferred Qualifications

• Funding Fluidity: Expert at identifying and capturing diverse funding streams, including state general funds, IIJA/SLTT federal grants, etc.
• Existing Network: A "ready-to-go" book of business and high-level contacts within key state agencies

Compensation

Base salary range: $140k - $150k
Bonus / commission: Commissionable 50/50 plan
Equity: Granted upon offer

Travel

Travel throughout the territory to support the needs of the business.

AppGate is An Equal Opportunity/Affirmative Action Employer