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 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 Fiddlers 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 youll play a key role in shaping the playbook partnerships and long-term strategy.

What Youll 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 Fiddlers 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 Fiddlers 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 1530%) including to customer sites government events and partner meetings
  

What Were 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 Citizenship is required. Government clearance is beneficial but not required.

Compensation:

$220000 - $300000 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 well 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 @ email addresses 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.

Required Experience:

IC