Regional Sales Director, SLED

• Location: [Remote role] Preferred locations: Northeast/ Mid-Atlantic/Florida
• Department: GTM Federal/Public Sector
• Reports to: SVP, Sales

About AppGate

AppGate secures and protects the most valuable assets for the Department of War (DoW) and various Federal Agencies with its high performance Zero Trust Network Access (ZTNA) solution. AppGate is the only direct-routed ZTNA solution purpose-built to support DoW mission requirements by enforcing least privilege access across distributed, global, and disconnected environments. AppGate is fully operational across many DOD branches, including the Marine Corps, Navy, Air Force, and Space Force. Learn more at appgate.com/federal division.

About the Role

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. 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.