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.

Remote [within the US], DC Metro Area preferred.

Clearance: Active Top Secret or TS eligible strongly preferred.

What You'll Do

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.