About Our Client:

Our client is building the future of trustworthy AI for the enterprise. Their platform provides real-time guardrails, red-teaming, and observability for generative and agentic AI systems — ensuring safe, compliant, and reliable deployments across regulated sectors such as financial services, insurance, healthcare, and government.

They are backed by leading partners and rapidly expanding with some of the world’s most sophisticated enterprises.

The Role

We are seeking a Federal Account Executive to accelerate our client’s federal growth strategy and expand their footprint across the DoD, IC, and civilian agencies. This role will be pivotal in driving adoption of the company’s AI assurance platform, bringing cutting-edge safety, compliance, and testing capabilities to national-security programs and mission operators.

You’ll own the full lifecycle of federal sales and capture, working alongside founders, federal leaders, and product teams to shape opportunities, close deals, and ensure that trustworthy AI reaches the operators who need it most.

This is an opportunity to define the playbook for federal AI assurance — at the intersection of emerging technology, mission impact, and national defense.

Responsibilities:

• Generate and capture new federal business opportunities across DoD and civilian agencies.
• Execute a strategic go-to-market plan to achieve quarterly and annual targets.
• Cultivate relationships with acquisition leaders, program managers, operators, and innovation organizations (e.g., DIU, AFWERX).
• Lead capture campaigns end-to-end: pipeline development, positioning, teaming, proposal development, and contract execution.
• Partner cross-functionally with product and engineering to translate mission needs into product direction and deployment strategy.
• Shape requirements and influence early-stage opportunities through insight into mission gaps, emerging CONOPS, and acquisition timelines.

Requirements:

• 5+ years of experience in federal sales, business development, or capture within DoD, IC, or federal contracting environments.
• Proven track record closing complex, multi-stakeholder deals and securing new contracts or program awards.
• Deep understanding of federal acquisition processes (FAR/DFARS, OTA, SBIR/STTR) and the DoD budgeting cycle.
• Established network within the defense innovation ecosystem: program offices, PEOs, acquisition commands, and prime contractors.
• Ability to translate technical solutions in AI/ML, data security, and cloud infrastructure into clear mission outcomes.
• Excellent written and verbal communication skills; experience briefing senior leaders and building consensus across diverse audiences.
• Entrepreneurial, hands-on approach with comfort operating in a fast-moving, early-stage startup environment.
• Active or pathway to attainable U.S. Secret or Top Secret/SCI clearance.
• Ability to travel 25–40%.

Why Join Us

• Work at the forefront of generative AI safety and compliance.
• Partner with Fortune 500 companies and leading global enterprises on real-world deployments.
• Be part of a mission-driven team defining the future of trustworthy AI for defense and the enterprise.
• Competitive compensation, equity, and benefits.

Compensation:

Base: $100,000–$150,000

Total OTE: $200,000–$300,000

Equity: Yes

Type: Full-time

Location: Remote, Washington D.C. / Northern Virginia area required

Visa Sponsorship: None Available

Benefits & Perks

• Mission-driven work
• helping the U.S. government adopt AI securely
• Travel opportunities
• Remote work environment