Overview
Director of Federal Sales Jobs in Washington DC-Baltimore Area at Airis Labs
Title: Director of Federal Sales
Company: Airis Labs
Location: Washington DC-Baltimore Area
Director, Federal Law Enforcement & Counter-Terrorism Sales
Location: Remote / U.S. – preferably Washington, DC metro area
Reports to: GM, U.S.
Focus: Federal Law Enforcement & Counter-Terrorism
Citizenship: U.S. Citizenship required (due to the nature of federal government contracts and target customers).
About Airis Labs
Airis Labs delivers AI-powered visual intelligence solutions that enable law enforcement, intelligence, and security agencies to analyze massive volumes of video and image data at scale. Having proven success in international markets, we are now establishing our U.S. federal presence – targeting federal law enforcement agencies, homeland security components, and counter-terrorism organizations that require AI-enabled visual intelligence at mission speed.
Role Summary
As Director, Federal Law Enforcement & Counter-Terrorism Sales, you will own Airis Labs' go-to-market strategy for U.S. federal law enforcement and homeland security. This is a player-coach position — you will carry deals directly while building the processes, partnerships, and infrastructure for scale. Sales will be pursued both directly with agencies and through federal prime contractors and systems integrators.
Key Responsibilities
Revenue & Sales Execution
- Own the Federal Law Enforcement & Counter-Terrorism vertical P&L and revenue targets
- Manage the full sales cycle across FBI, DHS components (CBP, HSI, TSA, Secret Service, CISA), DEA, ATF, USMS, and DOJ program offices
- Pursue counter-terrorism accounts: NCTC, JTTFs, DHS Office of Intelligence & Analysis, and federally funded fusion centers
- Lead contract negotiations, pricing, compliance, and closing across federal procurement vehicles
Strategic Partnerships
- Build and manage relationships with federal systems integrators and prime contractors (Leidos, SAIC, Booz Allen, Peraton, Motorola Solutions, Axon Federal, CACI, ManTech, etc.)
- Develop channel strategy aligned with GSA Schedules, IDIQs, OTAs, DHS EAGLE, and DOJ procurement mechanisms
- Onboard advisors and former federal law enforcement officials to expand reach and credibility
Team Building & Market Strategy
- Hire and mentor direct reports as the vertical scales
- Define ICPs across FBI, DHS components, DEA, DOJ, and CT-focused segments
- Advise on compliance frameworks: CJIS, FedRAMP, ICD 503, and agency-specific data handling requirements
- Represent Airis at key industry events (IACP, ASIS, Border Security Expo, AFCEA Homeland, etc.)
Required Qualifications
- 8+ years selling software, SaaS, or technical platforms to U.S. federal law enforcement or homeland security agencies
- Proven track record closing six- to eight-figure federal deals with FBI, DHS, DEA, ATF, USMS, or DOJ
- Deep understanding of federal procurement: FAR-based contracting, IDIQs, OTAs, GSA Schedules
- Experience selling mission-critical technical systems – AI/ML, video analytics, facial recognition, biometrics, or investigative technology
- Player-coach mindset: ability to carry quota personally while building organizational capacity
- U.S. citizenship required; ability to pass federal background checks
Preferred / Nice-to-Have
- Existing relationships with the FBI Counterterrorism Division, DHS operational components, NCTC, or JTTF leadership
- Prior experience at federal technology firms: Palantir, Axon, Motorola Solutions, Cellebrite, Verint, or similar
- Experience in positioning AI, computer vision, or biometric technology to law enforcement or CT buyers
About Working at Airis Labs
Mission-driven, customer-obsessed, and fast-moving – we exist to help agencies solve hard problems and save lives. Our AI/ML-powered platform processes thousands of hours of video in minutes, finding people, objects, and locations across disparate sources. Deployable on-premise, cloud, or air-gapped environments.
