Vice President of Sales – Federal (Intelligence Community)

C3 AI•Tysons, VA

13h

About The Position

C3 AI is hiring a Vice President of Sales, Federal – Intelligence Community to lead and execute the company’s growth strategy across the U.S. Intelligence Community (IC). This direct quota-carrying role will focus on capturing new mission-critical accounts and expanding C3 AI’s footprint across the IC elements, including ODNI, CIA, NSA, DIA, NGA, NRO, and the defense and service intelligence components. The VP will own the full IC sales process — from capture strategy and teaming to execution and delivery — driving revenue growth and mission impact in support of intelligence collection, analysis, and decision advantage. This is a senior, direct quota-carrying, individual-contributor opportunity with no direct reports and a large individual quota. As a strategic deal maker, the Vice President will personally originate, pursue, and close the most significant, high-value opportunities within the IC, and will collaborate closely with the broader federal sales organization, cleared partners, and delivery teams to win and grow flagship accounts.

Requirements

Bachelor’s degree required; advanced degree preferred.
Must have an active TS/SCI with Polygraph clearance.
15+ years in enterprise software or technology sales, including 10+ years selling into the U.S. Intelligence Community and 10+ years in a senior, quota-carrying individual-contributor capacity.
Demonstrated success selling to national and/or defense intelligence agencies (e.g., ODNI, CIA, NSA, DIA, NGA, NRO), with a proven track record of exceeding aggressive targets.
Deep understanding of IC acquisition processes, classified contract vehicles, budget cycles, and the cleared partner and systems-integrator ecosystem.
Experience engaging IC C-suite, SES, and senior intelligence stakeholders, and operating within classified environments.
Demonstrated track record of personally closing large, complex, multi-year federal transactions and expanding flagship accounts into major programs of record.
Strong skills in capture strategy, pipeline management, and forecasting.
Excellent interpersonal, organizational, and communication abilities.
Candidates must be authorized to work in the United States without the need for current or future company sponsorship.

Nice To Haves

Expertise in AI, Machine Learning, or enterprise data platforms strongly preferred; familiarity with intelligence mission use cases (all-source analysis, intelligence fusion, GEOINT/SIGINT, counterintelligence, threat detection) a plus.

Responsibilities

Originate, pursue, and personally close large, complex, multi-year transactions and programs of record at scale across national and defense intelligence agencies, carrying a significant individual quota.
Personally engage senior IC leaders — SES, senior intelligence service officers, and mission owners — to secure and grow strategic accounts.
Develop and execute account and capture strategies aligned to IC mission priorities, including all-source analysis, SIGINT/GEOINT/HUMINT enablement, counterintelligence, threat detection, and data fusion.
Build and manage a qualified pipeline, navigating IC acquisition cycles, classified budget timelines, and contract vehicles (e.g., IC IDIQs, GWACs, OTAs, sole-source and full-and-open procurements).
Establish and grow relationships with cleared systems integrators, prime contractors, and channel partners to expand reach and win teaming opportunities.
Operate effectively within classified environments and SCIFs, coordinating engagements that may require discussion of sensitive requirements.
Collaborate with executive leadership, public-sector marketing, and delivery teams to align go-to-market goals with company objectives.
Maintain accurate forecasting and pipeline reporting against federal fiscal-year and program milestones.
Represent C3 AI at key IC engagements, industry days, and intelligence community events.
Ensure all activities comply with federal procurement regulations (FAR/DFARS), ICD policies, and applicable security requirements.