---
title: 'Director of Federal Sales at Andesite'
canonical: 'https://feeny.ai/job/director-of-federal-sales-andesite-remote-bph3q4z60ags'
type: 'job'
last_seen: '2026-09-26'
---

# Director of Federal Sales at Andesite

- **Company:** Andesite
- **Location:** Remote
- **Work type:** remote
- **Posted:** 2026-09-25
- **Last confirmed live:** 2026-09-26
- **Apply:** https://job-boards.greenhouse.io/andesite/jobs/5249592007

## Job description

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.

Andesite is seeking an experienced Director of Federal Sales to build and lead our Federal sales function during a pivotal phase of growth. This is a newly created position and a true player/coach opportunity. You'll both lead a team of sellers and carry your own book of business, shaping our go-to-market strategy across the DOW, IC, and civilian marketplaces from the ground up. It's an exciting time to join Andesite as we deepen our presence in the Federal space, and this role offers the rare chance to lay the foundation for a team and a strategy that will define our Federal growth for years to come.

Scope of Responsibilities

- Lead and develop a team of Federal sellers, driving pipeline and revenue across the DOW, IC, and civilian federal segments
- Partner cross-functionally with product, marketing, and delivery teams to accelerate Andesite's Federal growth
- Coach, mentor, and performance-manage individual contributors - setting territory expectations, running deal reviews, and building the skills and cadence needed for a high-performing federal sales team
- Operate as a true player/coach: carry a personal quota and directly source, manage, and close strategic opportunities alongside leading the team
- Own and drive complex sales cycles from opportunity identification to contract close for multiple opportunities simultaneously
- Develop, maintain, and execute against account plans for clients and prospects
- Serve as an executive-level spokesperson for Andesite presenting solutions to senior government and industry stakeholders and evangelizing the company's value proposition across Civilian, DOW, and IC communities
- Set and enforce sales process rigor: consistent, disciplined use of CRM and sales tools for prospecting, opportunity management, pipeline hygiene, and accurate forecasting
- Partner with sales leadership on hiring, ramping, and territory/quota design as the Federal team scales
- Report on team and individual performance against quota, pipeline coverage, and forecast accuracy to company leadership

## Qualifications

- U.S. Citizenship is required

Required Skills

- 3+ years managing a Cybersecurity sales team selling into the Federal government
- 7+ years as an individual contributor selling software directly to the Federal government
- Experience working with resellers and system integrators to execute complex sales cycles in the Federal government
- Current possession of a U.S. security clearance, or the ability to obtain one with our sponsorship
- Proven success at new account development and consistently exceeding quota
- Proficiency with CRM and sales forecasting tools (e.g., HubSpot)
- Experience in the fast-paced environment of a technology startup
- Working experience or familiarity with the DoW Acquisition or Logistics domains
- Exceptional verbal and written communication skills
- Ability to work in a fast-paced, changing environment

Compensation: $225,000-$250,000 base salary. This represents the typical salary range for this position based on experience, skills, and other factors. 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 retention policies.

For more information about how your data is used, please refer to our Privacy Policy and [Applicant Privacy Notice](https://www.redcellpartners.com/applicant-privacy-policy/).

## About Andesite

## Company Overview
- **One-liner**: Andesite builds a human-AI collaboration Security Operations Center (SOC) platform that connects data silos, automates investigations, and empowers cybersecurity teams to make faster, better decisions.
- **Entity Type**: Private (Seed Stage)
- **Headquarters**: McLean, Virginia, United States
- **Founded**: 2023
- **Founders**: Brian Carbaugh (CEO & Co-Founder), Grant Verstandig (Co-Founder and Executive Chairman)

## Core Business
- Primary industry/industries: Cybersecurity, Computer and Network Security, Artificial Intelligence
- Target customers: Enterprise Security Operations Centers (SOCs), government agencies (FedRAMP High Authorized), large organizations with complex security needs
- Mission statement: "To build security products that support and empower those who work protecting others." [andesite.ai/company](https://andesite.ai/company/)

## Products & Services
- **Andesite Platform (The Human+AI SOC)**: A SaaS platform that acts as the "Operating System for Actionable Insights." It connects disparate data silos, leverages AI agents and playbooks to automate investigations, and provides a transparent audit trail (Evidentiary AI™). Key features include Persistent Memory for contextual learning, full audit readiness, and deployment options ranging from SaaS to self-managed. The platform is FedRAMP High Authorized. [andesite.ai](https://andesite.ai/)

## Market Standing
- **Valuation/Market Cap**: Not publicly available.
- **Key Metric**: Total Funding of **$38.25 million** across two rounds. [linkedin.com/company/andesiteai](https://www.linkedin.com/company/andesiteai)
- **Notable Investors/Partners**: General Catalyst, Red Cell Partners, IQT. [cbinsights.com](https://www.cbinsights.com/company/andesite-ai)
- **Growth Signals**: Rapid headcount growth of **+34.9% YoY** (now ~40 employees), achieved FedRAMP High Authorization, backed by prominent national security and tech investors, and founded by veterans of the CIA, NSA, and military. [linkedin.com/company/andesiteai](https://www.linkedin.com/company/andesiteai)

## Competitive Advantages
- **Evidentiary AI™ & Transparency**: Unlike "black box" AI solutions, the platform provides real-time visibility into AI decision-making, ensuring analysts can guide, trust, and audit every action for compliance and accuracy.
- **Security & Compliance Posture**: Holds **FedRAMP High Authorization** and is **SOC 2 Type II** certified, a significant barrier to entry and a strong differentiator for serving government and highly regulated enterprise clients. [andesite.ai](https://andesite.ai/)
- **Persistent Memory & Context**: The platform learns from previous events and ongoing context, allowing for self-correction and reducing repetitive work, which makes it more effective over time.
- **Founding Team's Deep Domain Expertise**: Founders and leadership have backgrounds from the CIA, NSA, military, and major security vendors (Splunk, Palo Alto, Palantir, Microsoft), giving them unparalleled insight into the exact pain points of modern SOCs. [andesite.ai/company](https://andesite.ai/company/)

## Strategic Focus
- **Scaling the SOC of the Future**: The company is focused on expanding its product to further automate "menial" tasks, enabling SOC teams to do more with the same headcount and cover 100% of alerts.
- **Deepening AI Capabilities**: Continuously building out configurable agents and playbooks that adapt to specific organizational workflows and tools.
- **Conquering Government & Enterprise**: With FedRAMP High Authorization, a major strategic focus is penetrating the US federal government market alongside large enterprises.
- **Empowering Junior Analysts**: A key product goal is to allow junior analysts to conduct complex investigations in plain English, reducing the need for specialized coding skills and accelerating the onboarding of new talent.

## Why Work Here
- **Remote-First Culture**: The company operates as a remote-first organization, giving employees the flexibility to work from anywhere in the United States. [andesite.ai/careers](https://andesiancareers.com/)
- **High-Impact Mission**: The work directly involves protecting national security and critical infrastructure from sophisticated cyber threats.
- **Strong Founding Team & Backing**: Employees join a team of deeply experienced security experts (from CIA, NSA, Microsoft, Splunk) backed by blue-chip venture capital.
- **Generous Benefits**:
    - Unlimited Paid Time Off
    - 14 weeks of 100% paid parental leave
    - 100% employer-paid medical, dental, and vision coverage for employee and family
    - $250 home office reimbursement
    - 401(k) plan
    - Voluntary HSA, FSA, and supplemental insurance [andesite.ai/careers](https://andesiancareers.com/)
- **Growth Trajectory**: With a recent, large funding round and rapid headcount growth, the company is in a significant scaling phase, offering opportunities for early employees to have a large impact.

## Sources
1. [andesite.ai](https://andesite.ai/)
2. [andesite.ai/company](https://andesite.ai/company/)
3. [andesite.ai/careers](https://andesiancareers.com/) (Note: The provided URL was job-boards.greenhouse.io/andesite, but the official careers page redirects to a TLD careers page)
4. [linkedin.com/company/andesiteai](https://www.linkedin.com/company/andesiteai)
5. [cbinsights.com](https://www.cbinsights.com/company/andesite-ai)

## Other roles at Andesite

- [Regional Sales Manager, Federal](https://feeny.ai/job/regional-sales-manager-federal-andesite-remote-eb1rdp2p35js)
- [Regional Sales Manager, Commercial](https://feeny.ai/job/regional-sales-manager-commercial-andesite-remote-078ap41rbhry)
- [General Interest Application](https://feeny.ai/job/general-interest-application-andesite-mclean-va-or-in-dfvb893gs1px) — Mclean VA OR in, United States