Head of Public Sector Sales

TwelveLabs

84d

About The Position

TwelveLabs is at the forefront of video AI technology, transforming how organizations understand and utilize their video data by leveraging our multimodal video foundation model. As we expand into the Public Sector, we are seeking a strategic leader to build and scale our presence across the U.S. government and defense ecosystems. As Head of Public Sector Sales, you will define and execute our go-to-market strategy for the U.S. Public Sector, including the Intelligence Community, Department of Defense, Federal Law Enforcement, DefenseTech, and GovTech organizations. This is a unique opportunity to establish TwelveLabs as a trusted partner in national security and government innovation, bringing cutting-edge multimodal AI capabilities to some of the most critical and demanding use cases in the world. You will be responsible for building relationships and winning projects with these customers, both through direct sales and strategic partnerships with AWS GovCloud and other ecosystem partners. This role requires exceptional strategic thinking, the ability to navigate complex procurement processes, and deep understanding of the unique requirements and compliance needs of the Public Sector. You will work cross-functionally with Marketing, People, Partnerships, and Product & Engineering teams to establish the Public Sector as a major vertical for TwelveLabs. We recommend this role to candidates who are excited about the opportunity to build a new market category from the ground up and thrive in ambiguous environments. This is a foundational role where you will shape not only our Public Sector sales strategy but also how advanced AI foundation models get adopted within the most security-conscious organizations in the world.

Requirements

• Active or recent Top Secret/SCI clearance.
• 8+ years of enterprise software sales experience with a proven track record in the U.S. Public Sector, including direct experience selling to the Intelligence Community, Department of Defense, Federal Law Enforcement, or related agencies.
• Deep Public Sector expertise, including understanding of government procurement processes, compliance requirements, and the unique buying behaviors of federal customers.
• Demonstrated success building 0-to-1 sales motions, with experience establishing new market categories or launching new products within the Public Sector.
• Strong partnership development skills, with proven ability to build and leverage strategic partnerships, particularly with cloud providers and systems integrators.
• Technical fluency to understand and articulate complex AI/ML concepts and translate technical capabilities into mission-driven value propositions for government customers.
• Self-motivated and comfortable with ambiguity, thriving in fast-paced, undefined environments.
• Executive presence and communication skills, with experience presenting to and influencing senior government officials, military leadership, and C-suite executives.
• Strategic and analytical mindset, balancing creative problem-solving with data-driven decision making.

Responsibilities

• Define and execute the Public Sector sales strategy.
• Develop and implement a comprehensive go-to-market approach for TwelveLabs within the Intelligence Community, Department of Defense, Federal Law Enforcement, and related government agencies.
• Build and own customer relationships with key decision-makers and stakeholders across government agencies, DefenseTech companies, and GovTech organizations.
• Manage complex sales cycles end-to-end, navigating long-term enterprise sales processes, compliance requirements, security assessments, procurement protocols, and contract negotiations unique to the Public Sector.
• Develop strategic partnerships, directing the development and execution of our partnerships strategy for the Public Sector, working closely with AWS GovCloud and other strategic partners.
• Collaborate cross-functionally with Marketing, Product & Engineering, and People and Partnerships teams to ensure solutions meet government requirements and develop sector-specific messaging.
• Educate customers on AI capabilities, helping government stakeholders understand the transformative potential of multimodal video foundation models.
• Drive revenue growth by setting and achieving ambitious sales targets and providing regular strategic updates to company leadership on pipeline development, deal progression, and market opportunities.
• Shape company strategy as a founding member of our Public Sector efforts, contributing to broader company strategy and helping build the sales culture at TwelveLabs.

Benefits

• An open and inclusive culture and work environment.
• Work closely with a collaborative, mission-driven team on cutting-edge AI technology.
• Full health, dental, and vision benefits.
• Extremely flexible PTO and parental leave policy. Office closed the week of Christmas and New Years.
• VISA support (such as H1B and OPT transfer for US employees).

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 11-50 employees