Vice President of Federal

2 weeks ago

Princeton NJ United States Blackhornvc Full time

Are you interested in defining and shaping the next generation of tactical edge AI/ML inference across the computing continuum? We are looking for an experienced VP of Federal to support our fast-growing startup, funded by leading VCs.

Who we are

Latent AI is a well-funded spinout from SRI International, based on years of DARPA research. We design advanced, yet easy to use, software developer tools that take the hard work out of embedding complex AI models into lean edge devices. Our patented Adaptive AI technology can be used on any edge hardware, framework, OS or architecture -- and gives us a true competitive market advantage. We are on contract with various services within DoD and are on track to achieve 6x growth this year.

What we do

Latent AI enables creation of more robust, efficient, and agile edge applications that improve user adoption and mission impact. Our flagship product, the Latent AI Efficient Inference Platform (LEIP) , is a unified SDK built for machine learning engineers and AI software developers. Our solutions are being used in various sectors including manufacturing automation, predictive maintenance, process control, consumer electronics, and defense and aerospace applications.

Who we're looking for

As a Vice President of Federal, you will be responsible for leading the company’s federal sales strategy, driving revenue growth, and managing all aspects of the federal business unit. This role includes building the sales teams, developing and executing go-to-market strategies, ensuring compliance with federal regulations, and managing key relationships with federal agencies and partners.

What you’ll do
  • Develop and implement the federal sales strategy in alignment with the company’s overall goals and objectives.
  • Lead, mentor, and manage the federal sales team to achieve and exceed sales targets.
  • Identify, pursue, and close new business opportunities with federal agencies and prime contractors.
  • Oversee the development of proposals, bids, and RFP responses tailored to the needs of federal clients.
  • Manage the federal business unit’s P&L, ensuring profitability and sustainable growth.
  • Collaborate with cross-functional teams, including marketing, product development, and operations, to ensure the successful delivery of products and services to federal clients.
  • Monitor and ensure compliance with federal contracting regulations and requirements.
  • Drive operational excellence within the federal business unit, optimizing processes and resources for efficiency and effectiveness.
  • Develop long-term business plans for the federal sector, including market analysis, competitive positioning, and customer segmentation.
  • Identify and cultivate strategic partnerships and alliances with key federal agencies, prime contractors, and industry influencers.
  • Stay abreast of industry trends, policy changes, and emerging technologies to inform strategy and maintain a competitive edge.
  • Build and maintain strong relationships with key federal clients and stakeholders, acting as the primary point of contact for executive-level engagements.
  • Represent the company at industry events, conferences, and meetings with federal agencies.
  • Work closely with government affairs teams to navigate federal policies and advocate for the company’s interests.
  • Foster a high-performance culture within the federal sales team, promoting accountability, professional growth, and collaboration.
  • Recruit, train, and retain top talent to build a best-in-class federal sales organization.
  • Set clear objectives, provide regular performance feedback, and develop career paths for team members.
Key Qualifications
  • Extensive sales leadership experience recruiting and developing high performance teams selling into the Federal Defense & National Security areas of the Federal Government.
  • Prior startup experience is helpful.
  • Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment.
  • Experience building and maintaining a strong operational cadence to drive predictability and stability in your business.
  • Strong drive for results and ability to collaborate and influence in a “win as a team” environment.
  • Strong people management skills with a passion for coaching and developing others to their highest potential.
  • Excellent interpersonal skills communicating and collaborating with both business and technical stakeholders at all levels within an organization.
  • Adaptable and flexible, able to work and thrive in a highly dynamic environment.
  • A high degree of passion, energy, drive and willingness to travel 50% of the time.
  • Location: Washington DC Area / Princeton, NJ / Other DoD-centric locations.
  • US citizenship required.
  • DoD Clearance strongly preferred.

Latent AI provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, sex or gender, gender identity or expression, sexual orientation, national origin, ancestry, age, genetic information, physical or mental disability, marital or protected military or veteran status, or any other consideration made unlawful by federal, state, or local laws.

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