Regional Sales Director, SLED / Remote

In this role, you will 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. Youll 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 - Travel throughout the territory to support the needs of the business. 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/year Bonus / commission: Commissionable 50/50 plan Equity: Granted upon offer To Apply: https://apply.workable.com/appgate/j/2E7D2ADBA2/