VP of Federal

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. What You’ll Do 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. What We’re Looking For 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. Bonus Points if You Have 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.

We believe that to make intelligence open and accessible to all, you need to start at the foundation. Joining Reflection means building from the ground up as part of a talent-dense team. You will help define our future as a company, and help define the future of open foundational models. We want you to do the most impactful work of your career with the confidence that you and the people you care about most are supported. Top-tier compensation: Salary and