You’ve sold into the mission before—and won. You have a proven track record leading sales teams that sell advanced technologies like Electronic Warfare (EW), Counter-UAS (CUAS), ISR platforms, or other mission-critical defense and intelligence systems to military branches and/or intelligence agencies.

You hold an active TS/SCI clearance, know how to navigate complex buying environments, and can speak the language of operators, program managers, and procurement.

You’ve led from the front—coaching sellers, removing roadblocks, and driving accountability without micromanaging. You know how to guide a team to win complex deals, bring structure to scaling organizations, and build a culture that thrives under pressure.

You’re comfortable being wherever the mission takes you—traveling up to 75% when needed. And you’re here to lead with impact—and earn at least $250K doing it.

Overview:

Founded in 2018, Hidden Level is reshaping low-altitude airspace awareness through sensor-driven, real-time monitoring solutions. Backed by $95MM in venture funding from top-tier investors including Lockheed Martin, Booz Allen, and Valor Equity Partners, Hidden Level is rapidly expanding its footprint within the defense market.

We are seeking a VP of Sales - Defense to lead and grow our federal sales team. This role is focused on team leadership—hiring, developing, and managing a group of skilled business development executives responsible for driving new business with U.S. military branches and intelligence agencies. You will oversee strategy execution, deal support, and team development as we scale.

Responsibilities:

Lead a High-Performance Sales Team:

Recruit, train, and mentor a team of account executives focused on defense and intelligence customers.
Set performance expectations, coach to excellence, and manage team accountability to ensure quota achievement.
Foster a culture of urgency, discipline, and ownership.

Drive Department of Defense Sales Strategy:

Develop and implement a scalable go-to-market strategy for federal sales aligned with company objectives.
Create and manage account plans, territory coverage models, and pipeline generation playbooks.
Align team efforts to strategic priorities across defense and IC targets.

Support and Enable the Team:

Join key sales calls, help shape pursuit strategies, and provide hands-on support in navigating complex deals.
Guide the team through federal procurement processes, contract vehicles, and program lifecycles.
Ensure team members effectively articulate Hidden Level’s value in mission-focused terms.

Cross-Functional Collaboration:

Partner with Product, Engineering, and Marketing to align solutions with customer needs and provide feedback to accelerate product-market fit.
Work closely with the executive team to forecast revenue, allocate resources, and inform strategic planning.

Customer and Market Leadership:

Cultivate senior-level relationships within DoD and IC.
Expand Hidden Level’s presence in key accounts and uncover new opportunities across departments and commands.
Represent Hidden Level at industry events, briefings, and demonstrations.

What We’re Looking For:

Experienced Sales Leadership:

10+ years of experience in sales, with at least 5 years managing high-performing sales teams.
Proven record leading teams selling to the U.S. Department of Defense and/or Intelligence Community.

Team-First Mentality:

Strong coaching, mentoring, and talent development skills.
Ability to instill accountability, drive focus, and build a results-driven culture.

Strategic Operator:

Deep knowledge of government acquisition, budgeting, and contracting processes.
Ability to translate strategic objectives into tactical execution plans and pipeline activities.

Mission-Focused Communicator:

Skilled at helping salespeople position complex technology solutions in terms of mission impact.
Able to engage stakeholders at the operator, program, and executive levels.

Hands-On Leader:

Willing to travel up to 75% to support customers and team members in the field.
Thrives in a startup environment—comfortable wearing multiple hats and driving change.

Required Qualifications:

Active TS/SCI clearance
10+ years of enterprise sales experience, including 5+ years leading sales teams
Experience selling complex defense-related technologies or mission systems
Track record of exceeding quota and building scalable sales organizations
Strong understanding of defense contracting and procurement environments

Preferred Qualifications:

Prior military or defense contractor experience
Background in ISR, CUAS, EW, or sensor-based solutions
Familiarity with Salesforce and sales operations tools
STEM degree or technical aptitude preferred

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 stock options.

Salary Range: The anticipated base salary range for this role is $175,000 - $250,000 annually. The On Target Earning opportunity for this position is estimated at $450,000+. 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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