Strategic Account Executive, Federal at Sardine in Washington, DC

Job description

Who we are: Sardine is the leading agentic risk platform for fighting financial crime. Our integrated solution unifies data across risk teams to help organizations stop fraud in real time, prevent AI-driven attacks, and automate fraud and AML operations. Sardine’s platform is strengthened by one of the fastest-growing fraud consortiums in the market, spanning more than 6 billion profiled devices, 800 million consumers, and 3 million businesses worldwide. Leading companies including FIS, GoDaddy, Intuit, Edward Jones, ZoomInfo, and Checkout.com rely on Sardine to secure and grow trust in their products. Our culture: • We hire talented, self-motivated individuals with extreme ownership and high growth orientation. • We value performance and not hours worked. We believe you shouldn't have to miss your family dinner, your kid's school play, friends get-together, or doctor's appointments for the sake of adhering to an arbitrary work schedule. • We're a remote-first team spread across time zones, so no office to report to - work from wherever helps you do your best work. Just a couple of things to keep in mind: pay is based on where you're located, and you'll need to keep a home base in the country you're hired in. So while we love the "coffee shop today, mountains tomorrow" life, this isn't a passport-optional, work-from-anywhere-on-Earth kind of remote - think flexible within your country, not borderless. Location: • Remote - US / Canada About the role: Sardine is hiring a Strategic Account Executive, Federal, to accelerate our entry into the U.S. federal government market. Reporting directly to the Head of Public Sector, you will build a pipeline, navigate procurement, and drive Sardine’s federal revenue growth. This is a high-impact role for an early to mid-career sales professional who wants to grow with a fast-moving, AI-native company at the leading edge of financial crime prevention. What you'll be doing: • Execute Sardine’s federal go-to-market strategy in partnership with the Head of Public Sector, including agency prioritization, partner strategy, and procurement roadmap. • Prospect, qualify, and develop a pipeline of federal opportunities across assigned agencies. • Manage capture cycles from initial outreach through contract execution, leveraging Sardine and partner procurement vehicles • Build relationships with agency fraud, compliance, identity, and IT stakeholders at executive, program and contracting officer levels. • Collaborate with Sardine’s solutions engineering and product teams to scope and present tailored demonstrations. • Build and leverage relationships with federal system integrators and resellers to accelerate agency entry and identify opportunities. • Support State & Local opportunities in partnership with Sardine’s existing sales force as bandwidth allows. • Maintain accurate pipeline, forecast, and activity data in Salesforce. • Represent Sardine at federal industry events and conferences (ACT-IAC, AFCEA, and others). What you'll need: • 8–12 years of enterprise B2B experience, with at least 6 years in U.S. federal government Business Development — including managing competitive procurements from opportunity identification through contract award. Hands-on capture management experience a plus. • Established relationships with federal system integrators and proven ability to leverage SI-led procurement pathways • Working knowledge of federal procurement: FAR, GWACs (GSA MAS, SEWP, CIO-SP3), IDIQs, and task orders • U.S. citizenship required • Strong communicator able to engage both technical and business audiences • Highly organized and data-driven; able to manage pipeline independently • Demonstrated AI tool fluency — actively uses AI tools to drive research, outreach, proposal writing, and pipeline management. Candidates who do not incorporate AI into their daily workflow will not be considered. Benefits we offer: • Generous compensation in cash and equity • Early exercise for all options, including