Head of Public Sector Sales

WHO WE ARE At TwelveLabs, we are pioneering the development of cutting-edge multimodal foundation models that have the ability to comprehend videos just like humans do. Our models have redefined the standards in video-language modeling, empowering us with more intuitive and far-reaching capabilities, and fundamentally transforming the way we interact with and analyze various forms of media. With $107 million in Seed and Series A funding, our company is backed by top-tier venture capital firms such as NVIDIA's NVentures, NEA, Radical Ventures, and Index Ventures, and prominent AI visionaries and founders such as Fei-Fei Li, Silvio Savarese, Alexandr Wang and more. Headquartered in San Francisco, with an influential APAC presence in Seoul, our global footprint underscores our commitment to driving worldwide innovation. We are a global company that values the uniqueness of each person's journey. It is the differences in our cultural, educational, and life experiences that allow us to constantly challenge the status quo. We are looking for individuals who are motivated by our mission and eager to make an impact as we push the bounds of technology to transform the world. Join us as we revolutionize video understanding and multimodal AI. ABOUT THE ROLE 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. IN THIS ROLE YOU WILL - 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. Establish trusted relationships with key decision-makers and stakeholders across government agencies, DefenseTech companies, and GovTech organizations to drive adoption of TwelveLabs' technology. - Manage complex sales cycles end-to-end. Navigate long-term enterprise sales processes, including compliance requirements, security assessments, procurement protocols, and contract negotiations unique to the Public Sector. - Develop strategic partnerships. Direct the development and execution of our partnerships strategy for the Public Sector, working closely with AWS GovCloud and other strategic partners to expand market reach and accelerate adoption. - Collaborate cross-functionally. Partner with Marketing to develop sector-specific messaging and demand generation programs; work with Product & Engineering to ensure our solutions meet stringent government requirements; and coordinate with People and Partnerships teams to build the necessary organizational capabilities. - Educate customers on AI capabilities. Help government stakeholders understand the transformative potential of multimodal video foundation models for their missions, from intelligence analysis to operational efficiency. - Drive revenue growth. Set and achieve ambitious sales targets, 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, contribute to broader company strategy and help build the sales culture at TwelveLabs. YOU MAY BE A GOOD FIT IF YOU HAVE - Active or recent Top Secret/SCI clearance. Must hold, or have held within the last two years, an active Top Secret/SCI security 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. Understanding of government procurement processes (e.g., GSA schedules, IDIQs, OTAs), compliance requirements (e.g., FedRAMP, IL5/IL6, CMMC), and the unique buying behaviors of federal customers. - Demonstrated success building 0-to-1 sales motions. Experience establishing new market categories or launching new products within the Public Sector, ideally as part of an early-stage startup or new division. - Strong partnership development skills. Proven ability to build and leverage strategic partnerships, particularly with cloud providers (AWS GovCloud experience highly valued) and systems integrators. - Technical fluency. Ability 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. Thrive in fast-paced, undefined environments where you need to create structure, test hypotheses, and iterate quickly to find the right path to success. - Executive presence and communication skills. Experience presenting to and influencing senior government officials, military leadership, and C-suite executives. - Strategic and analytical mindset. Ability to balance creative problem-solving with data-driven decision making to optimize sales strategies. - Based in the Greater Washington D.C. area. This role requires presence in the region to effectively engage with customers and partners. Even if there are a few checkboxes that aren't ticked through your prior experience, we still encourage you to apply! If you are a 0-to-1 achiever, a ferocious learner, and a kind and fun team player who motivates others, you will find a home at TwelveLabs. We welcome applicants from all walks of life and are committed to equal-opportunity employment. We cherish and celebrate diversity not just because it is the right thing to do, but because it makes our company much stronger. BENEFITS AND PERKS 🤝 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)