Federal Account Executive

🕒 December 20, 2025

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Fiddler AI

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2018

🤖 Artificial Intelligence

🏢 Enterprise

📋 Compliance

Artificial Intelligence • Enterprise • Compliance

Fiddler AI is a company that specializes in delivering enterprise-grade AI Observability solutions to ensure the performance, integrity, and security of AI models and applications. Their platform provides monitoring and analysis tools to detect model drift, assess performance, explain the inner workings of AI models, and ensure compliance with standards. Fiddler AI particularly focuses on making AI models fair, transparent, and explainable, helping organizations manage AI risk and governance effectively. They offer solutions for industries such as government, finance, and other sectors requiring high standards of AI integrity and compliance. Their platform also supports integration with various cloud services like Amazon SageMaker, Google Cloud, and Databricks, among others.

📋 Description

• 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

🎯 Requirements

• 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 • 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

🏖️ Benefits

• Competitive pay + equity • Premium health, dental & vision (*100% premium coverage for employees)* • 401(k) plan • Unlimited PTO • Monthly fitness reimbursement • Paid parental leave