VP of Federal

Reflection

8d • Onsite

About The Position

Reflection is a research lab making intelligence open and accessible for everyone to use, customize, and build on. We build open models that let anyone control their intelligence and help shape the future of AI. Our mission: make intelligence open and accessible to all.

This role will own Reflection’s U.S. federal go-to-market strategy, bookings and revenue plan, pipeline, forecast, and executive operating cadence. The successful candidate will define a long-term growth strategy across priority federal civilian and national-security missions, translating it into account plans, investment decisions, and measurable goals. They will personally lead the most consequential opportunities from mission discovery and pre-RFP shaping through acquisition strategy, proposal, negotiation, award, deployment, and expansion. This role requires establishing and deepening trusted relationships with mission owners, senior decision-makers, program offices, technical teams, and acquisition leaders, and bringing their priorities back into the company. The VP of Federal will translate advanced open-weight AI into mission outcomes by connecting model capability, customization, data, infrastructure, security, support, and economics. A hybrid route to market will be built that preserves direct customer relationships while using cloud providers, contract vehicles, systems integrators, federal contractors, and defense primes for access and scale. The role involves converting evaluations and early awards into production deployments, past performance, repeatable offerings, and durable multi-year programs. Additionally, the VP of Federal will help establish the operating foundation for a dedicated federal business, including contracting pathways, the appropriate entity structure, FedRAMP and other required authorizations, and specialist partners—working closely with security, engineering, legal, finance, and operations. Finally, the role includes recruiting and leading an exceptional federal team while establishing disciplined account planning, qualification, capture, pricing, forecasting, and post-award handoffs.

Requirements

• 10+ years building and selling enterprise software or technical platforms to the U.S. federal government, including 5+ years leading teams, a major market, or an equivalent scope.
• A record of building a federal business from an early stage to material scale—and a clear account of what you personally created, shaped, and closed.
• Demonstrated success winning and expanding complex, multi-year programs with eight-figure+ value or comparable strategic importance.
• Deep, current relationships across the federal government, including mission, program, acquisition, technical, and executive stakeholders.
• Fluency in federal budget and acquisition processes, including FAR-based procurement (GWACs, IDIQs, schedules, orders), and non-FAR agreements.
• Technical credibility selling AI/ML, cloud, data infrastructure, cybersecurity, developer platforms, or similarly complex technology into mission environments.
• Executive presence, exceptional communication, and a hands-on operating style; comfortable leading a customer meeting, pressure-testing a capture plan, improving a proposal, and moving a difficult deal forward.
• U.S. citizenship and the ability to obtain and maintain required U.S. government security clearances.

Nice To Haves

• An active Secret or TS/SCI clearance.
• Hands-on experience with FedRAMP or comparable authorization programs, including secure cloud, on-premises, air-gapped, or classified deployments.
• A strong network across systems integrators, federal contractors, hyperscalers, channel partners, and defense primes.

Responsibilities

• Own Reflection’s U.S. federal go-to-market strategy, bookings and revenue plan, pipeline, forecast, and executive operating cadence.
• Define a long-term growth strategy across priority federal civilian and national-security missions, translating it into account plans, investment decisions, and measurable goals.
• Personally lead the most consequential opportunities from mission discovery and pre-RFP shaping through acquisition strategy, proposal, negotiation, award, deployment, and expansion.
• Establish and deepen trusted relationships with mission owners, senior decision-makers, program offices, technical teams, and acquisition leaders—and bring their priorities back into the company.
• Translate advanced open-weight AI into mission outcomes by connecting model capability, customization, data, infrastructure, security, support, and economics.
• Build a hybrid route to market that preserves direct customer relationships while using cloud providers, contract vehicles, systems integrators, federal contractors, and defense primes for access and scale.
• Convert evaluations and early awards into production deployments, past performance, repeatable offerings, and durable multi-year programs.
• Help establish the operating foundation for a dedicated federal business, including contracting pathways, the appropriate entity structure, FedRAMP and other required authorizations, and specialist partners—working closely with security, engineering, legal, finance, and operations.
• Recruit and lead an exceptional federal team while establishing disciplined account planning, qualification, capture, pricing, forecasting, and post-award handoffs.

Benefits

• Top-tier compensation: Salary and equity structured to recognize and retain our talent globally.
• Stock options: Everyone who joins and contributes to Reflection's success gets to share in the upside through stock options.
• Health & wellness: Comprehensive medical, dental, vision, and life, with an annual wellness allowance.
• Meals: Lunch and dinner are provided in the office daily.
• Life & family: 22 weeks paid parental leave for all new birthing and non-birthing parents, including adoptive and surrogate journeys.
• Vacation days: Unlimited paid time off in the U.S. and 30 days in the U.K.
• Sponsorship support: We sponsor visas to help exceptional talent join our team and support long-term immigration pathways where applicable.
• Team building: We have regular off-sites, happy hours, and team celebrations.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed