Director of Federal Sales

The posting, as HiddenLayer wrote it

Director of Federal Sales

Remote [within the US], DC Metro Area preferred

Active TS clearance required; TS/SCI highly desired.

ABOUT THE ROLE

We are seeking an experienced federal sales leader to serve as the senior commercial lead for HiddenLayer’s Department of War and Intelligence Community business. The Director, Federal Sales will own federal sales strategy, pipeline development, account growth, customer engagement, and partner management.

Initially operating as a player-coach, this individual will build and scale the federal sales organization, establish disciplined sales processes, improve forecasting, develop account strategies, and collaborate across the company to drive growth. The ideal candidate understands complex federal acquisition environments, engages senior stakeholders, builds trusted partnerships, and translates AI security capabilities into mission outcomes.

WHO WE ARE

HiddenLayer protects the world’s most valuable technologies from adversarial AI attacks. We were founded by AI professionals and security specialists with first-hand experience of how insidious adversarial AI attacks can be to detect and defend against. Determined to prove that these attacks were preventable, the team developed a unique, patent-pending, productized solution to support organizations in accelerating their adoption of AI securely.

Our dedication to innovation has been recognized by prestigious awards such as RSA's Innovation Sandbox Winner, CB Insights AI 100, CyberTech 100, and SC's Most Promising Early-Stage Start-up.

WHAT YOU’LL DO

• 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 dev

[…]
customers, and deployments across defense, finance, and the world's largest AI platforms. This funding goes straight into expanding our platform and GTM capabilities, and into growing our team globally.

Attracting and retaining the very best people is our #1 priority. That’s why we offer our team best-in-class benefits, including:

• Fully Remote: We are a completely remote global team. Though we’re distributed, we are intentional about getting the team together a couple of times a year. We offer 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.
• Comprehensive Health & Wellness Benefits: Better than your average startup healthcare benefits. With five options to choose from, of which are fully subsidized by HiddenLayer, we offer a variety of options to fit each person’s needs. We also offer vision, dental, and 401k offerings.
• Flexible Time Off: Enjoy unlimited and flexible time off for all salaried employees, in addition to 15 paid company holidays.
• Commitment to Learning and Development: We support personal growth and education through a dedicated L&D fund that can be used for training, conferences, certifications and industry events.
• Diversity, Equity, and Inclusion: We are committed to building a diverse team with individuals from various backgrounds, experiences, abilities, and perspectives, and we are proud to be an equal opportunity employer.

To learn more about HiddenLayer visit HiddenLayer and follow us on LinkedIn or Twitter .

HiddenLayer is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment.