Strategic Account Executive, Federal

Sardine sardine.ai Open · verified Sep 13, 2026

Washington, DC Full-time Mid-level Account Executive

Mid-level Account Executive role at Sardine. Washington, DC · full-time · $230,000–$320,000 base.

SalaryStated by Sardine

$230,000 – $320,000

Base salary for this role, in USD per year, as published in the posting.

Role brief

Growth Roles summary, based on the employer's posting.

What you'll do

Help the Head of Public Sector prioritize agencies, partners, and federal buying paths
Find, qualify, and grow opportunities across your assigned federal agencies
Move deals from first contact through contract signing using Sardine and partner vehicles
Build relationships with federal stakeholders, system integrators, and resellers
Shape tailored demos with solutions engineering and product, then keep Salesforce data current

What you bring

Eight to twelve years in enterprise B2B, including at least six years in U.S. federal business development
Experience guiding competitive federal procurements from identifying an opportunity through contract award
Existing system integrator relationships and experience with SI-led purchasing routes
Working knowledge of FAR, GSA MAS, SEWP, CIO-SP3, IDIQs, and task orders
U.S. citizenship, strong communication, independent pipeline management, and daily AI tool use

Who this fits

You’ll fit a remote-first, globally distributed team while working from the U.S. or Canada. This role suits a federal sales professional who can work independently, engage technical and business stakeholders, and use AI throughout research, outreach, proposals, and pipeline work. U.S. citizenship is required, and the position reports to the Head of Public Sector.

From the employer

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 have hubs in the Bay Area, NYC, Austin, Toronto, and São Paulo. However, we maintain a remote-first work culture. #WorkFromAnywhere
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.

Location:

Remote - US / Canada
From Home / Beach / Mountain / Cafe / Anywhere!
We are a remote-first company with a globally distributed team. You can find your productive zone and work from there.

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 pre-vested
Work from anywhere: Remote-first Culture
Flexible paid time off and Year-end break
Health insurance, dental, and vision coverage for employees and dependents - US and Canada specific
4% matching in 401k / RRSP - US and Canada specific
MacBook Pro delivered to your door
One-time stipend to set up a home office — desk, chair, screen, etc.
Monthly meal stipend
Monthly social meet-up stipend
Annual health and wellness stipend
Annual Learning stipend

Join a fast-growing company with world-class professionals from around the world. If you are seeking a meaningful career, you found the right place, and we would love to hear from you.

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