Director of Federal Sales

Responsibilities

• Own and execute HiddenLayer’s federal sales strategy for the Department of War, Intelligence Community, and related national security organizations.
• Serve as the senior sales leader and primary commercial point of contact for HiddenLayer’s federal business.
• Requalify and manage the existing federal pipeline, ensuring each opportunity has defined mission requirements, customer alignment, acquisition strategy, funding path, next steps, and close plan.
• Build and maintain a qualified pipeline of new federal opportunities 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 and qualification 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 other strategic channel partners.
• Establish partner engagement plans and identify joint business opportunities that contribute to qualified pipeline and contract execution.
• Coordinate with internal teams to develop tailored proposals, presentations, demonstrations, briefings, white papers, and other acquisition materials.

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