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HiddenLayer is seeking an experienced Director of Federal Sales to lead the company's commercial strategy and growth within the Department of War, Intelligence Community, and related national security organizations. This is a player-coach role that combines direct revenue generation with building and scaling a federal sales organization from the ground up.
You will own the complete federal sales lifecycle: strategy development, pipeline management, account growth, customer engagement, and partner relationships. Initially, you'll operate hands-on while establishing disciplined sales processes, improving forecasting accuracy, developing account strategies, and collaborating across the company to drive growth. As the organization scales, you'll recruit, onboard, and coach future federal sales team members.
Key responsibilities include:
- Owning and executing federal sales strategy for DoD, Intelligence Community, and national security agencies
- Serving as the primary commercial point of contact and senior sales leader for federal business
- Requalifying and managing the existing federal pipeline with defined mission requirements, customer alignment, acquisition strategy, and close plans
- Building and maintaining a qualified pipeline through account planning, customer engagement, capture activities, and partner collaboration
- Developing and maintaining relationships with senior government stakeholders (SES-level executives, program leaders, technical authorities, contracting officials, acquisition decision-makers)
- Leading complex federal pursuits from initial engagement through capture, proposal, negotiation, award, and expansion
- Developing account, opportunity, and capture strategies for priority agencies and programs
- Managing and expanding relationships with federal partners (VARs, FSIs, systems integrators, distributors)
- Coordinating with internal teams on tailored proposals, presentations, demonstrations, and acquisition materials
- Maintaining accurate opportunity data and forecasts in Salesforce and Clari
- Providing market intelligence and customer feedback to inform product strategy and go-to-market priorities
- Representing HiddenLayer at federal conferences, industry events, and partner forums
- Travel approximately 10–25% based on customer and business requirements
HiddenLayer protects the world's most valuable technologies from adversarial AI attacks. The company was founded by AI professionals and security specialists and has developed a unique, patent-pending solution for secure AI adoption. Recent recognition includes RSA Innovation Sandbox Winner, CB Insights AI 100, CyberTech 100, and SC's Most Promising Early-Stage Start-up. The company recently raised $100M in Series B funding led by Delta-v Capital with backing from Morgan Stanley, Microsoft's venture arm, and Booz Allen Hamilton, reflecting 10x revenue growth, 50+ new enterprise customers, and deployments across defense, finance, and major AI platforms.
REQUIREMENTS:
- Bachelor's degree in business, marketing, computer science, engineering, or 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 DoD, 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 (machine learning security, threat detection, anomaly detection, model risk, data protection)
- Strategic thinker with strong business judgment and ability to translate customer and market insight into executable growth strategies
- Highly organized and accountable with strong 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
- Active TS clearance required; TS/SCI highly desired
