Enterprise Account Director- Federal

About the role

As a Federal Account Director, you will be responsible for driving revenue growth across HiddenLayer's federal business, including the Intelligence Community (IC), Department of Defense (DoD), Department of Homeland Security (DHS), and Civilian Federal Agencies. You will develop and execute account strategies that help federal organizations secure their AI and machine learning environments against emerging threats. Working closely with Solutions Engineering, Product, Customer Success, and Executive Leadership to guide customers through the evaluation, acquisition, and adoption of HiddenLayer's AI security platform. This role requires a consultative sales professional who can engage both technical and executive stakeholders, understand complex cybersecurity and AI challenges, and align HiddenLayer's capabilities to mission requirements and strategic priorities. 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.

Responsibilities

• Drive Federal Growth
• Utilize existing relationships and continuously build new connections within government agencies, industry partners, and the federal contracting community to identify, develop, and advance strategic opportunities.
• Identify, qualify, and advance opportunities throughout the federal sales lifecycle.
• Develop and execute account plans that align HiddenLayer solutions to agency missions, modernization initiatives, and cybersecurity priorities.
• Lead Technical and Strategic Engagements
• Conduct discovery sessions to understand customer environments, security challenges, AI adoption initiatives, and operational requirements.
• Collaborate with Solutions Engineering and Product teams to deliver tailored demonstrations, workshops, and technical evaluations.
• Articulate the business, mission, and security value of HiddenLayer's platform to both technical and non-technical audiences.
• Serve as a trusted advisor on emerging AI security risks, adversarial machine learning threats, and best practices for securing AI systems.
• Navigate Federal Acquisition
• Lead opportunity strategy, proposal development, pricing discussions, contract negotiations, and procurement activities.
• Coordinate with partners, system integrators, and government stakeholders to accelerate adoption and contract execution.
• Maintain accurate pipeline, forecast, and account activity data within CRM systems.
• Track opportunities against milestones and acquisition timelines to ensure effective execution and visibility.
• Partner Across the Organization
• Collaborate closely with Customer Success to support customer adoption, expansion, and renewal efforts.
• Provide market intelligence and customer feedback to Product, Engineering, and Executive Leadership teams.
• Represent HiddenLayer at industry events, conferences, and government-focused engagements.
• Travel as needed to support customer meetings, events, and strategic account activities.

Requirements

• Located in the DC Metro Area
• Active or previous TS Clearance
• 7+ years of experience selling cybersecurity platforms, AI/ML technologies, cloud security, or emerging technology solutions to U.S. Federal Government customers.
• Demonstrated success managing complex federal sales cycles and exceeding quota expectations.
• Familiarity with artificial intelligence and machine learning technologies, including the security risks and challenges associated with AI adoption.
• Ability to engage credibly with CISOs, security teams, data scientists, engineers, program managers, and senior government leaders.
• Experience navigating federal procurement processes, contract vehicles, and acquisition organizations.
• Experience using Salesforce or similar CRM platforms for pipeline management and forecasting.
• BONUS:
• Experience scaling Customer Success at a Series A/B startup.
• Experience supporting customers within the Intelligence Community.
• Technical background in cybersecurity, artificial intelligence, machine learning, cloud infrastructure, or data science.
• Experience working with federal systems integrators and channel partners.
• Relevant certifications such as Security+, CISSP, PMP, ITIL, Certified Customer Success Manager (CCSM), or similar.
• WHY HIDDENLAYER?
• We're moving at (what feels like) the speed o

Benefits

Additional Information

Enterprise Account Director- Federal Remote [within the US], DC Metro Area preferred Clearance- Active Top Secret or TS eligible strongly preferred

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