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Posted: 10/20/2026Director of Federal Sales
HiddenLayerCore Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in federal sales strategy, pipeline management, and relationship building with senior government stakeholders. Proficient in navigating federal acquisition processes and leveraging market intelligence to drive growth in national security technology sectors.
Highest-signal resume keywords
Federal Sales StrategyPipeline ManagementRelationship BuildingFederal Acquisition ProcessesCybersecurity Concepts
Tech Stack
Tools & technologiesAbout the role
Key responsibilities & impact- Own and execute HiddenLayer’s federal sales strategy for the Department of War, Intelligence Community, and related national security organizations
- Serve as senior sales leader and primary commercial point of contact for HiddenLayer’s federal business
- Requalify and manage the existing federal pipeline with defined mission requirements, customer alignment, acquisition strategy, funding path, next steps, and close plan
- Build and maintain a qualified pipeline 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 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 strategic channel partners
- Establish partner engagement plans and identify joint business opportunities
- Coordinate tailored proposals, presentations, demonstrations, briefings, white papers, and acquisition materials with internal teams
- Maintain opportunity data, account plans, close plans, and forecasts in Salesforce and Clari
- Provide market intelligence and customer feedback to inform product strategy, positioning, pricing, and federal go-to-market priorities
- Represent HiddenLayer at federal conferences, industry events, customer engagements, and partner forums
- Support recruitment, onboarding, coaching, and development of future federal sales team members
- Initially operate as a player-coach while building and scaling the federal sales organization
Requirements
What you’ll need- Active TS clearance required; TS/SCI highly desired
- Bachelor’s degree in business, marketing, computer science, engineering, or a 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 the Department of War, 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, including machine learning security, threat detection, anomaly detection, model risk, and data protection
- Strategic thinking, strong business judgment, and ability to translate customer and market insight into executable growth strategies
- Strong organization, accountability, 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
- Willingness to travel approximately 10–25% based on customer, partner, and business requirements
Benefits
Comp & perks- Fully remote global team
- Generous home office setup stipend
- Annual home office equipment upgrades
- Monthly internet/phone stipend
- Five health plan options, including options fully subsidized by HiddenLayer
- Vision benefits
- Dental benefits
- 401(k) offerings
- Unlimited and flexible time off for salaried employees
- 15 paid company holidays
- Dedicated learning and development fund for training, conferences, certifications, and industry events
- Equal opportunity employer and commitment to diversity, equity, and inclusion
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Federal SalesCapture PlanningOpportunity QualificationForecastingAI SecurityCybersecurityMachine Learning SecurityThreat DetectionData ProtectionSales Methodology
Soft Skills
Strategic ThinkingStrong Business JudgmentOrganizationAccountabilityEntrepreneurial Mindset
Tools & Technologies
SalesforceClariCRM Platforms
Certifications & Qualifications
Active TS ClearanceTS/SCI Clearance
Industry Keywords
National SecurityDepartment of WarIntelligence CommunityCybersecurity TechnologyGovernment Procurement