Director Business Development - Federal

Overview

At Hidden Level, we’re building the future of airspace awareness through cutting-edge RF sensing technology. Our mission is to make the world safer—whether it’s protecting troops, securing infrastructure, or enabling smarter cities. We design, manufacture, and deploy advanced sensor systems that deliver real-time insights for defense and commercial applications.

Responsibilities

• Discover and Secure New Business: Craft strategic plans to win new business within the U.S. Federal agency sector
• Build and maintain relationships across U.S. Federal agencies (DHS, FAA, FCC, Other Government Agencies)
• Track and influence procurement vehicles (IDIQs, BPA, OTAs) where Hidden Level can compete
• Analyze competitive landscape and client needs to guide capture strategies and revenue forecasts
• Translate field intelligence into product requirements — serve as the bridge between operators and the engineering team
• Represent Hidden Level at appropriate industry events
• Engage continuously with clients to gather input for product enhancements
• Meet assigned sales targets. Enhance Existing Business Partner with the Operations team to grow business with current clients
• Seek out relationships horizontally and vertically which lead to new buying centers within secured accounts
• Articulate Our Value: Represent Hidden Level solutions to clients, partners, and the public. Know our key differentiators – 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

Qualifications

• Proven U.S. Federal agency and National Security Sales Experience: Active security clearance – TS/SCI
• Demonstrated success in selling technology to U.S. Federal agency sector for more than 10 years
• Deep understanding of U.S. Federal agencies account 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 DaaS/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

• 10+ years selling technology to federal agencies with demonstrated success
• Deep understanding of federal budget and contracting processes (FAR/DFAR, IDIQ, OTA, etc.)
• Experience with complex systems involving hardware and software
• Active security clearance (TS/SCI preferred)
• Ability to travel up to 50%

Preferred Qualifications

• Demonstrated leadership and organizational skills from military service (retired military personnel are highly encouraged to apply)
• 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 On-Target Earning goals for this position estimated at $350,000-$380,000 annually.

Security Note

Due to the nature of Hidden Level’s technology, only U.S. citizens can be considered for this position.