Enterprise Account Executive - US (Remote)

Fiddler AI; Palo Alto (CA); On-site; USD 220,000 - 320,000; Full time

Benefits offered by this job

Competitive pay + equity

Unlimited PTO

Premium health, dental & vision (100%

Job summary

Fiddler AI is seeking an Enterprise Account Executive to drive new revenue with strategic enterprise customers in the AI/ML space. You will translate complex product and technical insights into business value and position Fiddler as the preferred partner in a competitive landscape.

With 5+ years in outside sales, you will navigate multi-stakeholder cycles, build territory plans, and close high-value deals while traveling 10–25% as needed.

Qualifications

• 5+ years of outside sales experience.
• Experience selling in Data/Big Data/ML/AI spaces.
• Ability to sell to developers, data scientists, and C-level executives.
• Experience at fast-paced startups and in unstructured environments.

Responsibilities

• Drive new revenue by prospecting, securing meetings, and closing business with enterprise accounts.
• Build and expand awareness of Fiddler within target accounts and territories.
• Navigate multi-stakeholder sales cycles and understand budgets and procurement paths.
• Demonstrate how the Fiddler platform addresses customer requirements for AI models.
• Identify compelling business drivers and articulate a persuasive case for choosing Fiddler.
• Create and execute go-to-market strategies leveraging viral, organic, and high-velocity methods.
• Consistently achieve activity, pipeline, and revenue targets.
• Operate autonomously with focus and execution discipline.
• Collaborate as a high-impact team player to support overall company success.
• Travel approximately 10–25%.

Skills

Outside sales

Enterprise sales

Negotiation

Closing skills

Selling to executives

Strategic account management

Travel readiness

Job description

Our Purpose

At Fiddler, we understand the implications of AI and the impact that it has on human lives. Our company was born with the mission of building trust into AI. The rise of Generative AI and Agents has unlocked generalized intelligence but also widened the risk aperture and made it harder to ensure that AI applications are working well. Fiddler enables organizations to get ahead of these issues by helping deploy trustworthy, and transparent AI solutions.

Fiddler partners with AI-first organizations to help build a long-term framework for responsible AI practices, which, in turn, builds trust with their user base. AI Engineers, Data Science, and business teams use Fiddler AI to monitor, evaluate, secure, analyze, and improve their AI solutions to drive better outcomes. Our platform enables engineering teams and business stakeholders alike to understand the "what", “why”, and "how" behind AI outcomes.

Our Founders

Fiddler AI is founded by Krishna Gade (engineering leader at Facebook, Pinterest, Twitter, and Microsoft) and Amit Paka (product leader at Microsoft, Samsung, Paypal and two-time founder). We are backed by Insight Partners, Lightspeed Venture Partners, and Lux Capital.

Why Join Us

Our team is motivated to help build trust into AI to enable society harness the power of AI. Joining us means you get to make an impact by ensuring that AI applications at production scale across industries have operational transparency and security. We are an early-stage startup and have a rapidly growing team of intelligent and empathetic doers, thinkers, creators, builders, and everyone in between. The AI and ML industry has a rapid pace of innovation and the learning opportunities here are monumental. This is your chance to be a trailblazer.

Fiddler is recognized as a pioneer in the field of AI Observability and has received numerous accolades, including: 2022 a16z Data50 list, 2021 CB Insights AI 100 most promising startups, 2020 WEF Technology Pioneer, 2020 Forbes AI 50 most promising startups of 2020, and a 2019 Gartner Cool Vendor in Enterprise AI Governance and Ethical Response. By joining our brilliant (at least we think so) team, you will help pave the way in the AI Observability space.

The Mission:

Enterprise Account Executives shape and deliver strategic solutions that align Fiddler’s capabilities with the unique needs of enterprise customers. To deeply understand prospect challenges, translate complex product and technical insights into clear business value, and position the company as the preferred partner in a competitive landscape. With a strong analytical lens, this role can demonstrate how a customer’s business model meaningfully improves through partnership with Fiddler, creating confidence, credibility, and long-term growth.

About The Team:

Our crew is a coast-to-coast powerhouse; just as eager to break down Gong calls and compare closing strategies as we are to swap pet pics and show off our latest culinary wins. Between quarterly revenue syncs, deal-strategy deep dives, and celebrating the big wins, this team thrives on collaboration. We learn together, win together, and cheer each other on while mastering our craft and shaping the playbook as we go.

What You’ll Do:

• Drive new revenue by prospecting, securing meetings, and closing business with key decision-makers across enterprise accounts.
• Build and expand awareness of Fiddler within target accounts and territories, identifying high-value opportunities for engagement and growth.
• Navigate complex, multi-stakeholder sales cycles, understanding customer budgets, procurement paths, and decision-making dynamics.
• Demonstrate a strong understanding of customer requirements related to AI models, and how the Fiddler platform addresses those needs.
• Identify compelling business drivers for prospects to take action, and articulate a clear, persuasive case for choosing Fiddler over alternative solutions.
• Create and execute go-to-market strategies leveraging viral, organic, and high-velocity methods to accelerate demand.
• Consistently achieve individual activity, pipeline, and revenue targets set by the company.
• Operate autonomously with focus, ownership, and strong execution discipline.
• Collaborate as a high-impact team player, contributing beyond your core responsibilities to support overall company success.
• Travel as required (approximately 10–25%)

What We’re Looking For:

• Minimum 5+ years of outside sales experience
• Experience selling within the Data, Big Data, and/or ML/AI spaces
• Ability to articulate and sell the business value of big data and the big impact on businesses of all sizes
• Experience selling to developers, data scientists, and C level executives
• Significant experience at a fast-paced startup and ability to work well in unstructured environments
• Technical background or experience selling a very technical product to a technical audience
• Ability to understand the Machine Learning environment and build great relationships with highly technical customers
• Experience identifying high-value customers and verticals to pursue
• Proven negotiation and closing skills
• Understanding of Machine Learning/Artificial Intelligence concepts
• Proficient in cloud and on-premise enterprise technology solutions
• Knowledge of ML Operations and methodologies is a plus
• Experience targeting Financial companies

Compensation:

$220,000 - $320,000 OTE + equity & benefits

Benefits & Perks

• Competitive pay + equity
• Unlimited PTO
• Premium health, dental & vision (100% premium coverage for employees)
• 401(k) plan
• Monthly fitness reimbursement
• Paid parental leave

The posted range represents the expected salary range for this job requisition and does not include any other potential components of the compensation package and perks previously outlined. Ultimately, in determining pay, we'll consider your experience, leveling, location, and other job-related factors.

Fiddler is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. If you require special accommodations in order to complete the interviews or perform job duties, please inform the recruiter at the beginning of the process.