Enterprise Account Director- Federal

Enterprise Account Director- Federal

Remote [within the US], DC Metro Area preferred

Clearance- TS clearance required, TS/SCI highly desired

ABOUT THE ROLE:

We are seeking a highly motivated and experienced Federal Sales Executive, with a primary focus on the Department of War and Intelligence Agencies to join our dynamic team. As a pivotal member of our Federal sales force, you will be responsible for driving revenue growth through strategic sales initiatives focused on our security for AI products and services. You will collaborate closely with cross-functional teams including marketing, product development, engineering, research, and customer success to ensure the delivery of comprehensive solutions that meet and exceed customer expectations.

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:

Develop and execute a strategic sales plan to achieve sales targets and expand the customer base within the security for AI market segment.

Build strong, long-lasting relationships with key stakeholders in the Department of War and Intelligence Agencies, including SES-level executives and decision-makers, to understand their mission needs and position our solutions effectively.

Lead complex negotiations and contract discussions, ensuring favorable terms that align with company objectives and customer requirements.

Leverage existing procurement vehicles to include AWS/ICMP, MDA Shield, SEWP V and HiddenLayers GSA Multi-year IDIQ contract.

Collaborate with internal teams to develop customized proposals, presentations, and demonstrations that showcase the value proposition of our security for AI solutions.

Track and report on sales performance metrics, forecasting accuracy, and pipeline management using CRM tools (SFDC & Clari) to drive informed business decisions.

Represent HiddenLayer at Federal events, conferences, and seminars to promote our brand and establish thought leadership in the security for AI space.

10-25% travel requirements

WHO YOU ARE:

Located in the NVA/DC Metro Area

TS clearance required, TS/SCI highly desired

Bachelor’s degree in Business Administration, Marketing, Computer Science, or a related field preferred 

Proven track record of success in Federal sales, with a focus on the Department of War and Intelligence Agencies.

Minimum of 5-7 years of experience within the cybersecurity or AI technology industry, with a deep understanding of AI security concepts, including machine learning, threat detection, anomaly detection, and data protection.

Extensive professional network with Federal VAR’s, FSI’s and Carahsoft.

Strong Federal acumen and strategic thinking skills, with the ability to translate complex technical solutions into tangible mission benefits for customers.

Excellent communication, presentation, and negotiation skills, with the ability to influence and persuade at all levels of Federal Agencies.

Self-motivated and results-oriented, with a demonstrated ability to work independently and as part of a team in a fast-paced, entrepreneurial environment.

Experience with CRM software (e.g., Salesforce, Clari) and proficiency in government acquisition response and training in sales methodology.

WHY HIDDENLAYER?

We just raised $100M in Series B funding led by Delta-v Capital, with backing from Morgan Stanley, Microsoft's venture arm, Booz Allen Ham …