DataRobot is looking to solve the business problem of maximizing impact and minimizing business risk by delivering AI that makes sense for their customers' businesses, specifically in the federal government sector.
Requirements
- Strong ability to translate GenAI and ML platform capabilities into mission outcomes across federal civilian, defense, and intelligence agencies.
- Understanding of federal compliance and security frameworks (e.g., FedRAMP, NIST 800-53, DoD IL, FISMA).
- Experience supporting AI/ML or advanced analytics sales into federal agencies is a strong plus.
- Demonstrated success supporting federal sales pursuits (new logos and account expansion) with technical expertise and solution design.
- Excellent communication and demo skills; proven ability to present complex AI concepts in a clear, value-driven manner to both mission leaders and technical stakeholders.
Responsibilities
- Business-to-Technical Translation: Partner with federal sales teams to understand agency missions, strategic priorities, and technical constraints; map those to DataRobot capabilities, with tailored messaging for different federal personas (CIO, CTO, Chief Data Officer, mission program leads, technical practitioners).
- Demo Execution & Federal Use Case Framing: Deliver engaging, outcome-oriented demos for both new prospects and existing customers; help shape and refine use cases based on maturity, need, and strategic alignment.
- Solution Design & Deployment Readiness: Define key technical requirements, recommend deployment models that meet FedRAMP, DoD IL, and agency-specific security mandates, and advise on data readiness to ensure quick time-to-value for new and expansion opportunities.
- Compliance & Security Alignment: Support conversations around AI governance, data security, model transparency, and responsible AI practices in alignment with federal regulations and standards.
- Cross-Functional Feedback Loop: Provide structured feedback on federal-specific needs, procurement hurdles, and technical blockers to Product, Marketing, and Enablement teams—ensuring DataRobot’s offerings remain relevant in the federal market.
- Sales Collaboration: Act as a trusted advisor across the sales team by supporting Account Executives, Strategic Account Directors, and Business Development Reps with the technical knowledge and assets that advance federal AI adoption.
Other
- 5+ years of experience in customer-facing data science, pre-sales engineering, or technical consulting within software/SaaS, with at least 2+ years supporting U.S. federal government customers.
- Bachelor’s degree in a technical, analytical, or business-related field (or equivalent experience); advanced degree in a technical or analytical-related field a plus
- Active Secret clearance required
- Ability to travel up to 25% in average to customer meetings, workshops, industry conferences, and events.
- Strong preference for candidates located in Washington, D.C. Metro Area.
