[Remote] Director of Federal Sales

Note: The job is a remote job and is open to candidates in USA. HiddenLayer is seeking a Director of Federal Sales to lead its Department of War and Intelligence Community business. The role owns federal sales strategy, pipeline development, account growth, customer engagement, and partner management while building and scaling the federal sales organization.

Responsibilities

• Own and execute HiddenLayer’s 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 HiddenLayer’s federal business
• Requalify and manage the existing federal pipeline, ensuring each opportunity has defined mission requirements, customer alignment, acquisition strategy, funding path, next steps, and close plan
• Build and maintain a qualified pipeline of new federal opportunities through account planning, customer engagement, capture activities, and partner collaboration
• Develop and maintain relationships with senior government stakeholders, including SES-level executives, program leaders, technical authorities, contracting officials, and acquisition decision-makers
• Lead complex federal pursuits from initial engagement and qualification through capture, proposal, negotiation, award, and expansion
• Develop account, opportunity, and capture strategies for priority agencies, programs, contracts, and mission areas
• Manage and expand relationships with federal partners, including VARs, FSIs, systems integrators, distributors, and other strategic channel partners
• Establish partner engagement plans and identify joint business opportunities that contribute to qualified pipeline and contract execution
• Coordinate with internal teams to develop tailored proposals, presentations, demonstrations, briefings, white papers, and other acquisition materials
• Maintain accurate opportunity data, account plans, close plans, and forecasts in Salesforce and Clari
• Provide market intelligence and customer feedback to inform product strategy, positioning, pricing, and federal go-to-market priorities
• Represent HiddenLayer at federal conferences, industry events, customer engagements, and partner forums
• Support the recruitment, onboarding, coaching, and development of future federal sales team members

Skills

• Active TS clearance required
• 8+ years of successful federal sales, capture, or business development experience, preferably in cybersecurity, AI, software, or national security technology
• Experience managing and improving a federal sales pipeline, including opportunity qualification, requalification, capture planning, forecasting, and executive reporting
• Demonstrated ability to operate as a player-coach by generating revenue while establishing the processes and team structure needed to scale a federal sales organization
• Existing relationships with senior leaders and decision-makers within the Department of War, Intelligence Community, and related national security organizations
• Experience developing and managing strategic partner relationships and joint go-to-market initiatives
• 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, including machine learning security, threat detection, anomaly detection, model risk, and data protection
• Strategic thinker with strong business judgment and the ability to translate customer and market insight into executable growth strategies
• Highly organized and accountable, with strong forecast discipline and the ability to manage multiple complex pursuits
• Entrepreneurial, self-directed, and comfortable creating structure and momentum in a rapidly growing company
• Experience with Salesforce, Clari, or comparable CRM and revenue-management platforms
• Experience applying a structured sales or capture methodology to federal opportunities
• Willingness to contribute directly to customer engagement, pipeline generation, partner management, and team development as the federal organization grows
• Bachelor's degree in business, marketing, computer science, engineering, or a related field preferred
• Preferably in cybersecurity, AI, software, or national security technology
• TS/SCI highly desired

Benefits

• Fully remote work; the team gets together a couple of times a year.
• A generous stipend for your home office setup, annual upgrades to ensure you have a comfortable workspace, and a monthly stipend for internet/phone expenses.
• Five healthcare options to choose from, of which are fully subsidized by HiddenLayer.
• Vision and dental offerings.
• 401k offerings.
• Unlimited and flexible time off for all salaried employees, in addition to 15 paid company holidays.
• A dedicated L&D fund that can be used for training, conferences, certifications and industry events.

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