Senior Director, Strategic Solutions - Federal Civilian Sector

C3.ai, Inc.; Tysons (VA); On-site; USD 165,000 - 185,000; Full time

Job summary

C3 AI is hiring a Senior Director, Strategic Solutions for our Federal Civilian Sector. This quota-carrying sales role focuses on driving adoption of C3 AI's products across DOE and other civilian agencies, leveraging an established federal network to accelerate engagements.

The ideal candidate will have deep federal civilian sector experience, strong communication skills, and the ability to articulate complex AI and data solutions to senior decision-makers.

Qualifications

• Proven track record in sales of SaaS to the federal civilian sector.
• Deep knowledge of the federal civilian agency landscape, procurement processes, and acquisition programs.
• Experience building relationships with senior-level decision-makers and influencers within federal agencies.
• Degree in engineering, science, computer science, or related technical field; MS or MBA preferred.

Responsibilities

• Develop and execute a federal civilian sales strategy to drive revenue growth.
• Identify and prioritize key accounts; cultivate relationships with senior-level decision-makers within federal agencies.
• Understand procurement processes and tailor sales approaches accordingly.
• Collaborate with sales, engineering, products, and marketing to develop offerings for federal civil programs.
• Travel to customer sites up to 50% of the time.

Skills

SaaS sales

Federal sector

Stakeholder engagement

Relationship building

Technical fluency

Education

Engineering/Science/CS degree

Tools

AI/ML knowledge

Job description

C3 AI (NYSE: AI), is the Enterprise AI application software company. C3 AI delivers a family of fully integrated products including the C3 Agentic AI Platform, an end-to-end platform for developing, deploying, and operating enterprise AI applications, C3 AI applications, a portfolio of industry-specific SaaS enterprise AI applications that enable the digital transformation of organizations globally, and C3 Generative AI, a suite of domain-specific generative AI offerings for the enterprise. Learn more at: C3 AI

C3 AI is hiring a Senior Director, Strategic Solutions for our Federal Civilian Sector. This is a quota carrying sales role that will allow you to further develop your career with a rapidly growing leader in Enterprise AI software. In this role, you will focus on driving adoption of C3 AI's products across the federal civilian sector, such as with the Department of Energy (DOE), alongside other key civilian agencies such as the Department of Homeland Security (DHS), Department of Health and Human Services (HHS), Department of the Treasury, and the Department of Veterans Affairs (VA). You will target and work closely with stakeholders across these agencies to develop high-value AI use cases and drive mission-aligned digital transformation initiatives.

Prior experience selling into federal civilian agencies is essential. The ideal candidate will come with a well-established network of relationships within the federal civilian sector that they can immediately leverage to drive meetings and momentum from day one. Candidates with depth of knowledge, experience selling to and building relationships within the DOE and its ecosystem are strongly encouraged to apply, while experience engaging other civilian agencies, such as DHS, HHS, or Treasury, on mission-critical technology modernization is also highly valuable.

We are looking for motivated individuals with a hard work ethic and track record of achievement. You will receive a highly competitive salary and excellent benefits along with generous commissions and equity. In addition to strategic sales training, you will be supported by senior management and mentors to help ensure your success.

Candidates should be able to understand complex issues at the intersection of mission, operations, business and technology, and communicate that complexity with clarity. Successful candidates will thrive in a fast-paced, high-performance, highly collaborative environment and demonstrate an ability to execute precisely and quickly. Candidates should possess technical fluency in AI, machine learning, operations research, physics, math, engineering, data integration, or computer science.

Responsibilities

• Develop and execute a comprehensive sales strategy to drive revenue growth within the federal civilian sector, targeting key individuals within the relevant agencies.
• Identify and prioritise key accounts, cultivating relationships with senior-level decision-makers, program managers, and influencers within federal civilian agencies.
• Understand the unique challenges, requirements, and procurement processes of the federal civilian sector, and tailor sales approaches and solutions accordingly.
• Engage in strategic relationships with federal civilian customers to assure the realisation of their digital transformation goals.
• Develop, maintain, and manage the implementation of strategic federal civilian customer engagement plans.
• Manage efforts to research and identify customer prospects and targets.
• Collaborate with sales, engineering, products, and marketing teams to develop new product offerings within existing and new lines of business.
• Represent C3 AI by driving business development with company alliance partners.
• Personally engage in strategic account selling, business development, and ongoing customer success.
• Travel to customer sites up to 50% of the time (or more) depending on business needs.

Qualifications

• Proven track record of success in sales with a focus on selling SaaS solutions to the federal civilian sector.
• Deep understanding of the federal civilian agency landscape, procurement processes, and acquisition programmes.
• Extensive knowledge of AI technology, data analytics, and their applications within the federal civilian sector.
• Demonstrated experience in building and nurturing relationships with senior-level decision-makers and influencers within federal civilian agencies.
• Degree in engineering, science, computer science, or related technical field of study. Master's or MBA degree preferred.
• Experience with and understanding of AI and Machine Learning is highly favorable.
• Exemplary written and oral communication skills.
• Excellent interpersonal, planning, and organizational skills.
• Strong analytical skills.
• Sales consulting or management consulting experience preferred.
• Active TS/SCI with Polygraph clearance preferred but not essential.

Candidates must be authorized to work in the United States without the need for current or future company sponsorship.

C3 AI provides excellent benefits, a competitive compensation package and generous equity plan.

Virginia Base Pay Range

$165,000—$185,000 USD

C3 AI is proud to be an Equal Opportunity and Aff…