Federal Account Executive

Our Purpose At Fiddler, we understand the implications of AI and the impact that it has on human lives. Our company was born with the mission of building trust into AI. The rise of Generative AI and Agents has unlocked generalized intelligence but also widened the risk aperture and made it harder to ensure that AI applications are working well. Fiddler enables organizations to get ahead of these issues by helping deploy trustworthy, and transparent AI solutions. Fiddler partners with AI-first organizations to help build a long-term framework for responsible AI practices, which, in turn, builds trust with their user base. AI Engineers, Data Science, and business teams use Fiddler AI to monitor, evaluate, secure, analyze, and improve their AI solutions to drive better outcomes. Our platform enables engineering teams and business stakeholders alike to understand the "what", “why”, and "how" behind AI outcomes. Our Founders Fiddler AI is founded by Krishna Gade (engineering leader at Facebook, Pinterest, Twitter, and Microsoft) and Amit Paka (product leader at Microsoft, Samsung, Paypal and two-time founder). We are backed by Insight Partners, Lightspeed Venture Partners, and Lux Capital. Why Join Us Our team is motivated to help build trust into AI to enable society harness the power of AI. Joining us means you get to make an impact by ensuring that AI applications at production scale across industries have operational transparency and security.We are an early-stage startup and have a rapidly growing team of intelligent and empathetic doers, thinkers, creators, builders, and everyone in between. The AI and ML industry has a rapid pace of innovation and the learning opportunities here are monumental. This is your chance to be a trailblazer. Fiddler is recognized as a pioneer in the field of AI Observability and has received numerous accolades, including: 2022 a16z Data50 list, 2021 CB Insights AI 100 most promising startups, 2020 WEF Technology Pioneer, 2020 Forbes AI 50 most promising startups of 2020, and a 2019 Gartner Cool Vendor in Enterprise AI Governance and Ethical Response. By joining our brilliant (at least we think so) team, you will help pave the way in the AI Observability space. The Mission: A Federal & SLED Account Executive, owns and drives Fiddler’s growth across the U.S. Federal Government agencies as well as State, Local, and Education customers. Shaping strategic engagements, navigating complex procurement and compliance environments, and positions Fiddler as the trusted AI observability and governance platform for mission-critical use cases. About The Team: Our GTM team is a distributed, high-performance group that thrives on collaboration, rigorous deal strategy, and shared wins. We balance deep pipeline reviews and capture planning with a culture that values curiosity, learning, and mutual support. As our Federal practice grows, you’ll play a key role in shaping the playbook, partnerships, and long-term strategy. What You’ll Do: This role requires a strong understanding of government buying motions, compliance frameworks, and long sales cycles, paired with the ability to translate complex AI capabilities into clear mission, risk, and compliance outcomes. Own and grow Fiddler’s Federal and SLED territory, driving net-new revenue across civilian, defense, intelligence, and state/local agencies Prospect into and build relationships with key government stakeholders, including technical leaders, compliance officers, program managers, contracting officers, and executive sponsors Navigate complex public-sector sales cycles, including RFPs, RFIs, SBIR/STTR, IDIQs, BPAs, task orders, and sole-source pathways Partner closely with systems integrators, resellers, and cloud providers to drive joint pipeline and influence deals Clearly articulate Fiddler’s value in the context of AI risk, compliance, transparency, and operational readiness Position Fiddler against competitive alternatives in highly regulated, security-conscious environments Develop and execute account and territory plans aligned to federal fiscal calendars and budget cycles Accurately forecast pipeline and revenue, maintaining strong CRM hygiene Collaborate with Solutions Engineering, Product, Marketing, and Customer Success to ensure successful deployments and expansions Travel as required (approximately 15–30%), including to customer sites, government events, and partner meetings What We’re Looking For: 7+ years of enterprise sales experience, with significant success selling into U.S. Federal Government and/or SLED accounts Proven track record of closing complex, high-value public-sector deals Deep understanding of government procurement processes, budgeting cycles, and contracting vehicles Experience selling software or platforms related to data, analytics, AI/ML, cybersecurity, observability, or compliance Ability to sell to both technical buyers (data science, engineering, security) and non-technical stakeholders (mission owners, compliance, executives) Strong negotiation, capture planning, and deal orchestration skills Comfort operating in unstructured, early-growth environments Existing relationships within federal agencies and SLED organizations Experience working with large GSIs (e.g., Accenture, Booz Allen, Leidos, SAIC) Familiarity with national security, healthcare, financial oversight, or regulatory agencies Experience achieving and exceeding sales targets Technical & Domain Strengths Ability to understand AI/ML concepts and communicate their relevance to government missions Familiarity with cloud (AWS GovCloud, GCP), hybrid, and on-prem environments Knowledge of AI governance, model risk management, or MLOps is a strong plus Experience aligning solutions to regulatory and policy frameworks (e.g., NIST, FedRAMP, RMF, EO on AI, DoD AI principles) is highly desirable This is a remote opportunity within the US. US Citizenship is required. Government clearance is beneficial, but not required. Compensation: $220,000 - $300,000 OTE + equity & benefits Benefits & Perks Competitive pay + equity Premium health, dental & vision (100% premium coverage for employees) 401(k) plan Unlimited PTO Monthly fitness reimbursement Paid parental leave The posted range represents the expected salary range for this job requisition and does not include any other potential components of the compensation package and perks previously outlined. Ultimately, in determining pay, we'll consider your experience, leveling, location, and other job-related factors. Fiddler is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you require special accommodations in order to complete the interviews or perform job duties, please inform the recruiter at the beginning of the process. Beware of job scam fraud. Our recruiters use @fiddler.ai email addresses exclusively. In the US, we do not conduct interviews via text or instant message, or ask for sensitive personal information such as bank account or social security numbers. #J-18808-Ljbffr Fiddler AI