Director of Sales - State & Local Law Enforcement

Director, Sales – State & Local Law EnforcementTargeting & InvestigationsLocation: Northern Virginia preferred | Remote consideredTravel: 40–50%

Below, you will find a complete breakdown of everything required of potential candidates, as well as how to apply Good luck.
About RilianRilian is an agentic systems integrator and technology provider founded by cybersecurity and intelligence practitioners. Our mission is to enhance global security by maximizing the effectiveness of cyber and intelligence capabilities across the United States and its closest allies.
Our flagship product, Caspian, is an agentic orchestration platform that connects existing tools, data, and workflows through a single interface. Deployable on-premises, in the cloud, or fully air-gapped, Caspian enables investigators, analysts, and law enforcement professionals to work more efficiently through AI-powered agents and auditable workflows.
We build technology for the people protecting our communities—and we're looking for people who understand their missions.
About the RoleWe're seeking a Director, Sales to drive new and existing business across state and local law enforcement agencies, with a focus on targeting, investigations, intelligence fusion, and real-time crime center operations.
This is a senior, quota-carrying role responsible for building relationships, developing pipeline, and closing complex, multi-year technology transactions.
You'll own territory strategy, account development, and the full sales cycle, working directly with agency leadership, procurement officials, and Rilian's product and engineering teams.
As an early member of our sales organization, you'll help establish a repeatable go-to-market strategy and build the foundation for a growing state and local law enforcement business.
What You'll DoDrive revenue: Own the full sales cycle, from prospecting and discovery through proposals, negotiations, and close. Build a qualified pipeline and consistently deliver against revenue targets.Develop territory strategy: Identify and pursue high-value opportunities across state, regional, and municipal law enforcement agencies, including intelligence units, fusion centers, and real-time crime centers.Navigate procurement: Develop acquisition strategies using state contracts, cooperative purchasing agreements, grant funding, and other government procurement pathways. Convert pilots and evaluations into funded, multi-year agreements.Build relationships: Engage chiefs, sheriffs, agency executives, intelligence leaders, investigators, and procurement officials to identify operational challenges and position Rilian as a trusted technology partner.Shape solutions: Partner with product and engineering to demonstrate how Caspian supports investigations, targeting, intelligence fusion, case management, and real-time operations.Own commercial strategy: Develop pricing and proposals, negotiate contract terms, maintain accurate forecasts, and help establish scalable sales processes.Represent Rilian: Build relationships across law enforcement associations, industry events, and agency networks to expand market presence and generate opportunities.
Required Qualifications8+ years selling complex technology solutions into state and local law enforcement agencies, with demonstrated quota attainment.Proven success originating and closing net-new business, including six- and seven-figure, multi-stakeholder government transactions.Strong understanding of law enforcement operations, including investigations, intelligence analysis, real-time crime centers, targeting, and case management.Experience navigating state and local government procurement, developing commercial offers, and negotiating contracts through award.Ability to engage and present to senior law enforcement leadership, including chiefs, sheriffs, and agency executives.Strong communication skills, entrepreneurial mindset, and ability to operate independently in an early-stage company.U.S. citizenship and ability to pass CJIS and agency background checks.Bachelor's degree or equivalent experience.
Preferred QualificationsPrior experience as a sworn law enforcement officer, intelligence analyst, or civilian leader in a law enforcement or intelligence organization.Established relationships across state, regional, or municipal law enforcement agencies.Experience selling public safety analytics, real-time crime center technology, OSINT, digital forensics, license plate recognition, or link analysis solutions.Experience working with fusion centers, HIDTA programs, or federal law enforcement task forces.Based in Northern Virginia.Strong operational law enforcement experience may offset some of the sales experience requirements.
Why Join Rilian?You'll join an early-stage technology company with deep cybersecurity and intelligence expertise, working directly with leadership to expand our state and local law enforcement business. xzbcwsv
This role offers significant autonomy, influence over go-to-market and product strategy, and the opportunity to help build and eventually lead a growing sales team.
We're looking for someone who understands the mission, knows how to navigate complex government sales cycles, and is motivated to build something from the ground up.