Director of Federal Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership and implement HiddenLayer’s federal sales strategy targeting the Department of War, the Intelligence Community, and associated national security entities.

• Act as the senior sales leader and the primary commercial liaison for HiddenLayer’s federal operations.

• Reassess and oversee the current federal pipeline, ensuring alignment with mission requirements, customer needs, acquisition strategies, funding pathways, next steps, and closing plans.

• Create and sustain a robust pipeline through strategic account planning, customer interactions, capture initiatives, and collaboration with partners.

• Cultivate and nurture relationships with high-level government stakeholders, including SES executives, program leaders, technical authorities, contracting officials, and acquisition decision-makers.

• Lead intricate federal pursuits from the initial engagement phase through capture, proposal, negotiation, awarding, and subsequent expansion.

• Formulate account, opportunity, and capture strategies for key agencies, programs, contracts, and mission domains.

• Manage and strengthen relationships with federal partners, including VARs, FSIs, systems integrators, distributors, and strategic channel partners.

• Create partner engagement plans and identify collaborative business opportunities.

• Coordinate tailored proposals, presentations, demonstrations, briefings, white papers, and acquisition materials with internal teams.

• Keep opportunity data, account plans, closing strategies, and forecasts updated in Salesforce and Clari.

• Provide market insights and customer feedback to shape product strategies, positioning, pricing, and federal go-to-market priorities.

• Represent HiddenLayer at federal conferences, industry events, customer engagements, and partner forums.

• Assist in recruiting, onboarding, coaching, and developing future members of the federal sales team.

• Initially function as a player-coach while building and scaling the federal sales organization.

⛳️ Requirements

• Active TS clearance is required; TS/SCI clearance is highly preferred.

• A bachelor’s degree in business, marketing, computer science, engineering, or a related field is preferred.

• At least 8 years of proven experience in federal sales, capture, or business development, ideally within the cybersecurity, AI, software, or national security technology sectors.

• Experience in managing and enhancing a federal sales pipeline, including opportunity qualification, requalification, capture planning, forecasting, and executive reporting.

• Proven ability to function as a player-coach by generating revenue while establishing processes and team structures to grow a federal sales organization.

• Established relationships with senior leaders and decision-makers in the Department of War, Intelligence Community, and related national security organizations.

• Experience in developing and managing strategic partner relationships and collaborative go-to-market initiatives.

• Strong comprehension of federal acquisition, contracting, budgeting, appropriations, procurement vehicles, and government purchasing processes.

• Capability to understand and articulate complex AI security and cybersecurity concepts, such as machine learning security, threat detection, anomaly detection, model risk, and data protection.

• Strategic mindset, strong business acumen, and ability to convert customer and market insights into actionable growth strategies.

• Excellent organizational skills, accountability, forecasting discipline, and capability to manage multiple complex pursuits simultaneously.

• Entrepreneurial spirit, self-motivated, and adept at establishing structure and driving momentum in a rapidly evolving company.

• Familiarity with Salesforce, Clari, or similar CRM and revenue management platforms.

• Experience in applying a structured sales or capture methodology to federal opportunities.

• Willingness to engage directly in customer interactions, pipeline generation, partner management, and team development.

• Willingness to travel approximately 10–25% based on customer, partner, and business needs.

🏝️ Benefits

• Fully remote global team.

• Generous stipend for home office setup.

• Annual upgrades for home office equipment.

• Monthly stipends for internet and phone services.

• Five health plan options, including fully subsidized plans by HiddenLayer.

• Vision and dental benefits.

• 401(k) offerings.

• Unlimited and flexible time off for salaried employees.

• 15 paid company holidays.

• Dedicated fund for learning and development, covering training, conferences, certifications, and industry events.

• Commitment to being an equal opportunity employer, promoting diversity, equity, and inclusion.