Director of Federal Sales

The Director of Federal Sales at HiddenLayer is a high‑visibility, remote leadership role that drives revenue growth across the U.S. federal marketplace. Reporting directly to the VP of Sales, you will shape the go‑to‑market strategy for a cutting‑edge AI‑powered cybersecurity platform, positioning HiddenLayer as the trusted partner for agencies ranging from the Department of Defense to civilian ministries. Your work directly fuels national security initiatives and accelerates the company’s mission to protect critical infrastructure, while unlocking new contract opportunities that can double annual federal ARR within three years. This role offers a clear path to senior executive leadership, with the chance to build and mentor a national sales team, influence product roadmaps, and become a recognized thought leader in the federal tech ecosystem.

You will:
- Lead the full sales cycle for federal contracts, from capture planning and proposal development to negotiation and close, ensuring compliance with FAR and DFARS regulations.
- Build and nurture relationships with key decision‑makers, program managers, and contracting officers across DoD, DHS, GSA, and other agencies.
- Develop territory plans and pipeline forecasts, leveraging market intelligence and competitive analysis to prioritize high‑value opportunities.
- Coach and scale a remote sales force, setting performance metrics, conducting win‑loss reviews, and driving continuous improvement.
- Partner with product, legal, and finance teams to tailor solutions that meet stringent security standards and procurement requirements.
- Represent HiddenLayer at industry conferences, webinars, and government forums, amplifying brand visibility and thought leadership.
- Track and report quarterly results to executive leadership, providing actionable insights that shape corporate strategy.

The ideal candidate blends deep federal acquisition expertise with a passion for innovative security technology. You bring 10+ years of B2G sales experience, a proven record of winning multi‑million‑dollar contracts, and fluency in government procurement processes. Strong analytical skills, strategic thinking, and exceptional communication enable you to translate complex technical value propositions into compelling business outcomes. You thrive in a remote environment, self‑motivated, and adept at collaborating across time zones and functional teams.

Joining HiddenLayer means becoming part of a purpose‑driven, agile organization that values integrity, curiosity, and impact. We invest heavily in professional development—offering leadership training, certification support, and mentorship from industry veterans—to accelerate your career trajectory. As the federal cybersecurity market expands at double‑digit rates, you will be at the forefront of shaping solutions that safeguard the nation’s most sensitive data. Enjoy a flexible remote work setup, comprehensive health benefits, generous PTO, and a culture that celebrates innovation and diversity. This is more than a sales role; it’s an opportunity to lead transformative change for the government sector while advancing your own executive leadership journey.