Director of Federal Sales
New
H
HiddenLayerAI security
Remote [within the US]Full-TimeDirector
Salary not disclosed
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Job Details
- Experience
- 8+ years of successful federal sales, capture, or business development experience
- Required Skills
- Business DevelopmentSalesforce
Requirements
- Hold an active TS clearance; TS/SCI is highly desired.
- Bring 8+ years of successful federal sales, capture, or business development experience.
- Have experience managing federal sales pipelines, including qualification, requalification, capture planning, forecasting, and executive reporting.
- Be able to generate revenue while establishing processes and team structure to scale a federal sales organization.
- Have relationships with senior leaders and decision-makers in the Department of War, Intelligence Community, and related national security organizations.
- Have experience developing strategic partner relationships and joint go-to-market initiatives.
- Understand federal acquisition, contracting, budgeting, appropriations, procurement vehicles, and government buying processes.
- Be able to communicate AI security and cybersecurity concepts, including machine learning security, threat detection, anomaly detection, model risk, and data protection.
- Have experience with Salesforce, Clari, or comparable CRM and revenue-management platforms.
- Have experience applying a structured sales or capture methodology to federal opportunities.
- A bachelor’s degree in business, marketing, computer science, engineering, or a related field is preferred.
- Be willing to contribute directly to customer engagement, pipeline generation, partner management, and team development.
Responsibilities
- Own and execute federal sales strategy for the Department of War, Intelligence Community, and related national security organizations.
- Manage and requalify the federal pipeline, including mission requirements, acquisition strategy, funding path, next steps, and close plans.
- Build new federal opportunities through account planning, customer engagement, capture activities, and partner collaboration.
- Develop relationships with senior government stakeholders, including executives, program leaders, technical authorities, contracting officials, and acquisition decision-makers.
- Lead 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 federal partners and establish plans for joint business opportunities.
- Coordinate proposals, presentations, demonstrations, briefings, white papers, and other acquisition materials with internal teams.
- Maintain opportunity data, account plans, close plans, and forecasts in Salesforce and Clari.
- Recruit, onboard, coach, and develop future federal sales team members; travel approximately 10–25%.
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