Director of Federal Sales

🕒 il y a 3 jours

🇺🇸 États-Unis – Télétravail

⏰ Temps Plein

🔴 Expert

🤑 Commercial

👻 Score fantôme 12%

Ce que ça veut dire : la probabilité que cette offre reste ouverte sans recrutement actif.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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HiddenLayer

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 2022

🤖 Intelligence artificielle

🔒 Cybersecurity

💳 Fintech

Artificial Intelligence • Cybersecurity • Fintech

HiddenLayer est la première plateforme de sécurité dédiée à l'intelligence artificielle (AI), conçue pour protéger les modèles AI contre les attaques adversariales susceptibles de menacer les avantages concurrentiels. En partenariat avec Microsoft Azure, HiddenLayer propose une suite de solutions — AI Detection & Response, Security Scanning et reporting automatisé — pour sécuriser les algorithmes de machine learning (ML) sans nécessiter d'accès aux données sous-jacentes. Fondée par des professionnels chevronnés de l'AI et de la sécurité, HiddenLayer offre aux entreprises un moyen simple et efficace de protéger leurs actifs AI.

Description

• Own and execute HiddenLayer’s federal sales strategy for the Department of War, Intelligence Community, and related national security organizations • Serve as senior sales leader and primary commercial point of contact for HiddenLayer’s federal business • Requalify and manage the existing federal pipeline with defined mission requirements, customer alignment, acquisition strategy, funding path, next steps, and close plan • Build and maintain a qualified pipeline 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 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 strategic channel partners • Establish partner engagement plans and identify joint business opportunities • Coordinate tailored proposals, presentations, demonstrations, briefings, white papers, and acquisition materials with internal teams • Maintain 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 recruitment, onboarding, coaching, and development of future federal sales team members • Initially operate as a player-coach while building and scaling the federal sales organization

🎯 Exigences

• Active TS clearance required; TS/SCI highly desired • Bachelor’s degree in business, marketing, computer science, engineering, or a related field preferred • 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 processes and team structure 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 thinking, strong business judgment, and ability to translate customer and market insight into executable growth strategies • Strong organization, accountability, forecast discipline, and 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 • Willingness to travel approximately 10–25% based on customer, partner, and business requirements

🏖️ Avantages

• Fully remote global team • Generous home office setup stipend • Annual home office equipment upgrades • Monthly internet/phone stipend • Five health plan options, including options fully subsidized by HiddenLayer • Vision benefits • Dental benefits • 401(k) offerings • Unlimited and flexible time off for salaried employees • 15 paid company holidays • Dedicated learning and development fund for training, conferences, certifications, and industry events • Equal opportunity employer and commitment to diversity, equity, and inclusion