Federal Account Executive (U.S. Federal / DoD / DoE / IC)

The Opportunity

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.

You’ll join a team of incredibly passionate and talented folks, solving deeply interesting problems at the intersection of AI, national security, and scale.

Why Join?

• Be part of a talented, mission-driven team working on one of the most important technology horizons: AI governance, reliability and observability in mission-critical systems
• Join at a moment of explosive growth: we recently closed our first million-dollar enterprise deals, and are scaling rapidly across new markets
• Play a key role in building our federal practice from the ground up — define the strategy, execute the motion, and see your work influence our trajectory
• Work at the intersection of AI, national security and enterprise software — with real impact on how organizations deploy, monitor and trust AI

What You’ll Do:

• 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

What We’re Looking For:

• 7+ years of enterprise SaaS sales experience, with 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

Bonus Points: 

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

The estimated annual salary and variable compensation for this role is between $250,000 - $300,000, plus a competitive equity package. Actual compensation is determined based upon a variety of job related factors that may include: transferable work experience, skill sets, and qualifications. Total compensation also includes a 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.

While we are a remote-first company, we have opened offices in New York City and the San Francisco Bay Area, as an option for those in those cities who wish to work in-person. For all other employees, there is a WFH monthly stipend to pay for co-working spaces.