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

, , -

Full Time

Start Date

Immediate

Expiry Date

28 Jan, 26

Salary

300000.0

Posted On

30 Oct, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Enterprise SaaS Sales, Federal Procurement, Contracting Vehicles, Security Clearance, AI/ML Architecture, Relationship Building, Communication Skills, Self-Starter, Entrepreneurial Mindset

Industry

Software Development

Description

About Arize AI is rapidly transforming the world. As generative AI reshapes industries, teams need powerful ways to monitor, troubleshoot, and optimize their AI systems. That’s where we come in. Arize AI is the leading AI & Agent Engineering observability and evaluation platform, empowering AI engineers to ship high-performing, reliable agents and applications. From first prototype to production scale, Arize AX unifies build, test, and run in a single workspace—so teams can ship faster with confidence. We’re a Series C company backed by top-tier investors, with over $135M in funding and a rapidly growing customer base of 150+ leading enterprises and Fortune 500 companies. Customers like Booking.com, Uber, Siemens, and PepsiCo leverage Arize to deliver AI that works. 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. More About Arize Arize’s mission is to make the world’s AI work—and work for people. Our founders came together through a shared frustration: while investments in AI are growing rapidly across every industry, organizations face a critical challenge—understanding whether AI is performing and how to improve it at scale. Learn more about what we're doing here: https://techcrunch.com/2025/02/20/arize-ai-hopes-it-has-first-mover-advantage-in-ai-observability/ https://arize.com/blog/arize-ai-raises-70m-series-c-to-build-the-gold-standard-for-ai-evaluation-observability/ Diversity & Inclusion @ Arize Our company's mission is to make AI work and make AI work for the people, we hope to make an impact in bias industry-wide and that's a big motivator for people who work here. We actively hope that individuals contribute to a good culture Regularly have chats with industry experts, researchers, and ethicists across the ecosystem to advance the use of responsible AI Culturally conscious events such as LGBTQ trivia during pride month We have an active Lady Arizers subgroup

Responsibilities

Own the full sales cycle within U.S. federal civilian agencies, DoD, DoE, and/or Intelligence Community. Build strong relationships with key decision-makers and navigate the unique federal procurement landscape.