Director of Business Development – Federal

You must have prior success selling technology and/or services to large corporations. You excel at finding new relationships, selling on value and not price, work independently and are willing to travel up to 50% of the time. You are a self-starter and have sold in a team environment before with non-salespeople supporting you. You accept coaching and the responsibilities that come with being on the front lines of a fast-growing company. We need you to earn at least 250k.

Position Overview:

Hidden Level is transforming airspace safety with innovative, scalable drone detection and airspace technology. We provide real-time, actionable data to enhance security across various environments. As we expand, were looking for a Director of Business Development - Federal to lead our efforts in selling to federal agencies. Candidates must have a proven track record of success in federal sales. The preferred location for this role is in the greater Washington DC or Virginia area.

Responsibilities:

Discover and Secure New Business:

Craft strategic plans to win new business within federal agencies.
Cultivate strong relationships with key federal account personnel.
Analyze competitive landscape and client needs to guide capture strategies and revenue forecasts.
Maintain ongoing engagement with current and potential clients, develop growth strategies, and track buying cycles.
Meet assigned sales targets.

Enhance Existing Business:

Partner with the Operations team to grow business with current clients.
Leverage existing relationships to identify and develop new opportunities.
Seek out relationships horizontally and vertical which lead to new buying centers within secured accounts.

Articulate Our Value:

Represent Hidden Level solutions to clients, partners, and the public.
Communicate our technological strengths and innovative approach to next-generation solutions.

Drive Product Development:

Serve as a bridge between clients and the engineering team.
Provide clear, prioritized client feedback to guide product development and ensure high-quality solutions.
Engage continuously with clients to gather input for ongoing product enhancements.

What We’re Looking For:

Proven Federal Sales Experience:

Active security clearance – TS/SCI
Demonstrated success in selling technology to federal agencies for more than 10 years.
Deep understanding of federal budget and contracting processes.

Client-Centric Approach:

Prioritize client needs to develop the best possible products.
Continuously seek to understand and address clients mission requirements.
Responsibility and Initiative:
Take ownership of prospects and accounts to drive their success.
Embrace responsibility and contribute to a high-performance culture.
You have a bias for action.

Technical Proficiency and Curiosity:

Communicate complex technical concepts effectively.
Continuously seek to learn and understand advanced technologies.
Experienced with SaaS-based architectures.

Strategic Thinking and Problem-Solving:

Provide thoughtful, solution-oriented approaches to challenges.
Break down complex issues into manageable components and oversee execution.

Collaborative Team Member:

Work effectively across various teams and build rapport at all levels.
Foster teamwork and collaboration to achieve success.

Leadership and Influence:

Lead and influence across formal and informal structures.
Proactively address and solve issues as they arise.

Required Qualifications:

Bachelor’s Degree
Active security clearance - TS/SCI
Ability to travel 50%+ of the time.
Experience with complex systems involving hardware and software.

Preferred Qualifications:

Experience with government business development and contract structures.
Experience building and maintaining an opportunity pipeline in Salesforce.
Experience managing complex technical projects in government.
Comfortable working in resource-limited environments and achieving goals in complex settings.
Prior military or contracting experience beneficial.

Compensation and Benefits: Hidden Level offers a competitive salary and a comprehensive benefits package, including health insurance, paid parental leave, flexible time off, 401(k) with employer contributions, life insurance, and disability insurance. The company also provides a remote or hybrid work environment and potential stock options.

Salary Range: The anticipated salary range for this position based out of Syracuse, NY is estimated at $142,500 to $196,000 annually. Please note that the salary information is a general guideline only. Hidden Level considers factors such as (but not limited to) scope and responsibilities of the position, candidates work experience, education/ training, key skills as well as market and business considerations when extending an offer.

Equal Opportunity Employer: Hidden Level is an Equal Opportunity/ Affirmative Action employer. All qualified individuals are encouraged to apply and will be considered for employment without regard to race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, age, veteran, disability status, or any other federal, state, or locally protected category.

Security Note: Due to the nature of Hidden Level’s technology, only U.S. citizens or Green Card holders can be considered for this position.

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