Federal Account Executive

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.