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Arize Logo Arize · Sales

Federal Account Executive

United States 250000.00 - 300000.00 USD / Year · Job Posted December 06, 2025
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Job Description

We’re entering a high-growth phase in the federal market — closing major enterprise deals, expanding our team, and further building out our federal GTM motion. This role offers you the chance to lead the full sales cycle for federal agencies (especially DoD/DoE), to influence product positioning for mission-driven use cases, and to grow rapidly within Arize AI.

Job Responsibility

  • Own the full sales cycle within U.S. federal civilian agencies, DoD, DoE, and/or Intelligence Community (IC): from prospecting and qualification through proposal, negotiation and close
  • build strong relationships with key decision-makers — program managers, acquisition leads, technical AI/ML architects, system integrators and prime contractors
  • navigate the unique federal procurement and compliance landscape: GSA schedules, IDIQs, FAR/DFARS, security clearances, ITAR/EAR, FedRAMP, etc.
  • develop strategic account plans aligned to mission objectives (modernization, AI/ML observability, AI assurance, automation) and position Arize’s solution to meet those needs
  • collaborate cross-functionally with product, engineering, marketing, partner alliances and SI teams to refine GTM strategy, build federal-specific playbooks, and accelerate pipeline
  • develop and cultivate strategic Federal partnerships to drive demand and adoption across the business
  • track and deliver pipeline metrics, forecast sales, and ensure consistent execution to meet/exceed revenue targets
  • serve as the “voice of the customer” and provide market intelligence back into product and go-to-market teams for federal use cases

Requirements

  • 7+ years of enterprise SaaS sales experience
  • at least 5+ years focused on U.S. federal / DoD / IC markets (enterprise AI/ML, cloud, mission-critical software preferred)
  • proven track record of closing complex deals (multi-hundred-thousand to multi-million dollar revenue) in federal space
  • deep understanding of federal procurement, contracting vehicles (GSA, IDIQ, etc), security clearance requirements, and working with cleared integrators/partners
  • strong ability to engage technical stakeholders (AI/ML architects, engineers) and translate complex technology into mission value
  • excellent relationship-building and communication skills, able to operate at both senior leadership and technical levels
  • self-starter, entrepreneurial mindset, comfortable in high-growth, fast-moving environments

Nice to have

  • Active or recent security clearance (TS/SCI) or ability to obtain one
  • experience selling AI/ML observability or monitoring platforms

What we offer

  • competitive equity package
  • comprehensive benefit package, including: medical, dental, vision, 401(k) plan, unlimited paid time off, generous parental leave plan, and others for mental and wellness support
  • WFH monthly stipend to pay for co-working spaces
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