Federal Account Executive, Fiddler AI
$220-300k
OTE
+ equity
More information about location
Enterprise AI observability
Open for applications
Enterprise AI observability
21-100 employees
Open for applications
$220-300k
OTE
+ equity
More information about location
21-100 employees
Company mission
To build trust into Artificial Intelligence.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Our take
AI and machine learning are increasingly shaping the way organizations make decisions. However, one major challenge is that AI technology often operates as a "black box". Unlike traditional software, where developers can review code to understand its logic, AI systems can be opaque, making it difficult for companies to fully grasp how data is interpreted and outcomes are reached.
Fiddler AI aims to address this gap with an explainable AI platform that offers transparency into how models make predictions. By providing clear insights into decision-making processes and enabling adjustments when bias is detected, Fiddler enhances trust and accountability in AI systems.
This focus on building trust in AI comes at a crucial time, as the market is expected to grow over 30% annually, reaching nearly $300B by 2026. Fiddler AI has already partnered with major banking institutions and online brands like Etsy. And with recent funding, Fiddler is well-positioned to compete with rivals like Reflektion and Conviva.
Steph
Company Specialist at Welcome to the Jungle
Insights
-4% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Dec 2024
$18.6m
SERIES B
Jun 2021
$32m
SERIES B
Total funding: $66.8m
Company benefits
- Equity
- 401K benefits
- 12 holidays and 3 company recharge days
- Flexible spending account
- Bi-monthly team building events
- Commuter benefits for Palo Alto
- Monthly gym reimbursement
- Annual home office stipend
- Medical, dental, vision, and life insurance
- 15 PTO days and 10 sick days
- Paid parental leave for 18 weeks
- Hybrid collaboration
- In-office lunch, snacks, coffee
- Monthly massages for Palo Alto
- Annual learning stipend
Company HQ
Ventura, Palo Alto, CA
Leadership
Krishna Gade
(Co-Founder & CEO)Former member of Specialized Types and Engineering Manager at Facebook. They also worked as the Head of Engineering at Pinterest.
Amit Paka
(Co-Founder & COO)Former Senior Director of Product Management at Samsung Mobile. Founder and former CEO at Parable. Former Head of Product at Paypal.
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