Director of Federal Sales

🔥 15 hours ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 11%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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HiddenLayer

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2022

🤖 Artificial Intelligence

🔒 Cybersecurity

💳 Fintech

Artificial Intelligence • Cybersecurity • Fintech

HiddenLayer is the first dedicated security platform for artificial intelligence, designed to protect AI models from adversarial attacks that can threaten business advantages. Partnered with Microsoft Azure, HiddenLayer provides a suite of solutions including AI detection and response, security scanning, and automated reporting to safeguard machine learning algorithms without needing access to the underlying data. Founded by professionals with extensive backgrounds in AI and security, HiddenLayer aims to provide a straightforward and effective way for enterprises to secure their AI assets.

📋 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

🎯 Requirements

• 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

🏖️ Benefits

• 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