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Reflection AI is seeking a VP of Federal to own the company's U.S. federal go-to-market strategy, revenue plan, pipeline, and executive operating cadence. You will define long-term growth strategy across federal civilian and national-security missions, translating strategy into account plans, investment decisions, and measurable goals. You will personally lead high-impact opportunities from mission discovery and pre-RFP shaping through acquisition, proposal, negotiation, award, deployment, and expansion.
Key responsibilities include establishing trusted relationships with mission owners, senior decision-makers, program offices, technical teams, and acquisition leaders. You will translate advanced open-weight AI capabilities into mission outcomes by connecting model capability, customization, data, infrastructure, security, support, and economics. You will build a hybrid route to market that preserves direct customer relationships while leveraging cloud providers, contract vehicles, systems integrators, federal contractors, and defense primes for access and scale.
You will convert evaluations and early awards into production deployments, past performance, repeatable offerings, and durable multi-year programs. You will help establish the operating foundation for a dedicated federal business, including contracting pathways, entity structure, FedRAMP and other required authorizations, and specialist partnerships—working closely with security, engineering, legal, finance, and operations. You will recruit and lead an exceptional federal team while establishing disciplined account planning, qualification, capture, pricing, forecasting, and post-award handoffs.
Required qualifications: 10+ years building and selling enterprise software or technical platforms to the U.S. federal government, including 5+ years leading teams, a major market, or equivalent scope. Demonstrated record of building a federal business from early stage to material scale with clear account of personal creation, shaping, and closures. Success winning and expanding complex, multi-year programs with eight-figure+ value or comparable strategic importance. Deep, current relationships across federal government including mission, program, acquisition, technical, and executive stakeholders. Fluency in federal budget and acquisition processes, including FAR-based procurement (GWACs, IDIQs, schedules, orders) and non-FAR agreements. Technical credibility selling AI/ML, cloud, data infrastructure, cybersecurity, developer platforms, or similarly complex technology into mission environments. Executive presence, exceptional communication, and hands-on operating style. U.S. citizenship and ability to obtain and maintain required U.S. government security clearances.
Bonus qualifications: Active Secret or TS/SCI clearance, hands-on FedRAMP or comparable authorization experience, strong network across systems integrators, federal contractors, hyperscalers, channel partners, and defense primes.
