How to apply for Enterprise Account Director- Federal

About HiddenLayer

HiddenLayer builds security for machine learning models and algorithms. Its products cover threat modeling, ML risk assessment training, red teaming, and AI/ML model scanning. The company was founded by AI and security specialists and has won RSA Innovation Sandbox, CB Insights AI 100, CyberTech 100, and SC Most Promising Early-Stage Start-up.

About the role

This is a federal field sales role focused on the Department of War and intelligence agencies. You own a strategic sales plan and drive revenue for security-for-AI products across those accounts. You work with marketing, product, engineering, research, and customer success to close and deliver solutions.

A typical day

You spend time on federal account planning, customer meetings, and internal coordination with product, engineering, research, and customer success. You track opportunities through federal procurement steps and adjust your strategic sales plan as requirements and budgets shift. Exact daily routines are not listed in the job details, so ask the hiring team how the federal sales team operates day to day.

Who HiddenLayer is looking for

• Holds an active TS clearance; TS/SCI is a strong plus
• Has a track record selling enterprise security or AI/ML software into the Department of War and intelligence agencies
• Can build and run a strategic account plan across multiple federal stakeholders and procurement cycles
• Works well with technical teams (product, engineering, research) to translate AI security needs into solutions
• Based in or willing to work the DC Metro area, with remote work inside the US

Tips for this application

• State your clearance level and status clearly at the top of your resume and in the first lines of your cover letter, since TS is required and TS/SCI is preferred.
• Name specific Department of War and intelligence agency accounts you have sold into, with deal sizes and outcomes where possible.
• Show you understand security for AI, not just general cybersecurity. Reference model scanning, adversarial AI attacks, or ML risk assessment if you have relevant exposure.
• Explain how you have worked with product, engineering, and research teams to shape solutions for federal customers.
• Confirm your location and willingness to cover the DC Metro area, since the role prefers that region even though it is remote.

What to cover in your cover letter

['Your active clearance level and any SCI status.', 'Concrete federal sales wins in the Department of War and intelligence agencies.', 'Your ability to sell technical AI/ML security products to non-technical and technical buyers.', 'How you build cross-functional plans with marketing, product, engineering, research, and customer success.']

Research before applying

• HiddenLayer's product set: threat modeling, ML risk assessment training, red team assessment, and AI/ML model scanning.
• The company's founding story and its awards (RSA Innovation Sandbox, CB Insights AI 100, CyberTech 100, SC Most Promising Early-Stage Start-up).
• Recent public material from HiddenLayer on adversarial AI attacks and how its solution detects and defends against them.
• Federal AI security priorities and known programs in the Department of War and intelligence agencies that relate to AI/ML adoption.

Likely interview topics

Based on the job description, expect questions about:

• How you would build a strategic sales plan for the Department of War and intelligence agencies from scratch.
• Your experience with federal procurement cycles, contracting vehicles, and security requirements.
• How you explain adversarial AI attacks and model scanning to federal buyers.
• A specific federal deal you closed end to end, including obstacles and how you handled them.
• How you coordinate with product, engineering, and research when a customer needs a custom or early-stage solution.

Common mistakes to avoid

• Not stating clearance level and status up front, which can screen you out immediately for a TS-required role.
• Applying with only commercial or non-federal sales experience and no clear path to federal accounts.
• Treating this as a generic cybersecurity sales role without showing knowledge of AI/ML security specifically.