Federal Account Executive
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Job Description
Federal Account Executive responsible for growing Fiddler’s presence in U.S. Federal Government. Driving net-new revenue through strategic engagements in complex procurement environments.
Responsibilities:
- 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
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