Director of Federal Sales

The role

The Director of Federal Sales will own federal sales strategy, pipeline development, and customer engagement for the Department of War and Intelligence Community. This individual will act as a player-coach to build and scale the federal sales organization.

What you will do

• Own and execute federal sales strategy for the Department of War, Intelligence Community, and related national security organizations.
• Serve as the senior sales leader and primary commercial point of contact for federal business.
• Requalify and manage the existing federal pipeline.
• Build and maintain a qualified pipeline of new federal opportunities.
• Develop and maintain relationships with senior government stakeholders.
• Lead complex federal pursuits from engagement through award and expansion.
• Develop account, opportunity, and capture strategies for priority agencies.
• Manage and expand relationships with federal partners.
• Coordinate with internal teams to develop tailored proposals and acquisition materials.
• Maintain accurate opportunity data in Salesforce and Clari.

Required qualifications

• Active TS clearance required
• 8+ years of successful federal sales, capture, or business development experience
• Experience managing and improving a federal sales pipeline
• Ability to operate as a player-coach
• Existing relationships with senior leaders within the Department of War, Intelligence Community, and related national security organizations
• Experience developing and managing strategic partner relationships
• Strong understanding of federal acquisition, contracting, budgeting, appropriations, procurement vehicles, and government buying processes
• Ability to understand and communicate complex AI security and cybersecurity concepts
• Experience with Salesforce, Clari, or comparable CRM and revenue-management platforms
• Experience applying a structured sales or capture methodology to federal opportunities

Nice to have

• TS/SCI highly desired
• Bachelor’s degree in business, marketing, computer science, engineering, or a related field preferred
• Experience in cybersecurity, AI, software, or national security technology preferred

Benefits

• Fully Remote
• Home office setup stipend
• Annual home office upgrades
• Monthly stipend for internet/phone expenses
• Five health insurance options, some fully subsidized
• Vision
• Dental
• 401k
• Unlimited and flexible time off
• 15 paid company holidays
• Dedicated L&D fund for training, conferences, certifications and industry events

About the company

HiddenLayer protects the world’s most valuable technologies from adversarial AI attacks. The team developed a patent-pending, productized solution to support organizations in accelerating their adoption of AI securely.