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About the Role
We're looking for a Federal Enterprise Account Executive to join our growing GTM team and lead LangChain's expansion into U.S. federal agencies. In this role, you'll own the full sales cycle — helping technical teams at DoD, Civilian, and IC agencies discover, evaluate, and adopt LangChain's products. This is a high-impact, high-visibility role where you'll collaborate closely with engineering, product, solutions engineering, and professional services to shape how AI agent infrastructure gets adopted across government. If you're a relationship-driven seller who understands the federal landscape and wants to be part of building a go-to-market motion from the ground up, we'd love to hear from you.
What You'll Do
- Own and manage the full federal sales cycle, from lead stage to close with a strong bias for follow-up and follow-through
- Act as a trusted advisor to federal prospects and customers — including DoD, Civilian Agencies, and IC — learning their mission requirements and demonstrating how LangChain's products solve real problems
- Drive proof-of-concept efforts, working with solutions engineers and product experts to demonstrate tangible value in government environments
- Navigate federal procurement mechanisms — GWACs, IDIQs, OTAs, BPAs, and direct agency contracts — to close complex, multi-stakeholder deals with speed and precision
- Build and maintain trusted relationships with senior agency decision-makers, program managers, and contracting officers, as well as system integrator partners (e.g., Booz Allen, SAIC, Leidos) and resellers (e.g., Carahsoft) who help drive and support deal flow
- Stay on top of the federal AI landscape — agency priorities, executive orders, budget cycles, and competitor activity — to educate customers and shape LangChain's federal strategy
- Build long-term customer relationships and support post-sale success in partnership with our Deployed Engineering and support teams
- Negotiate pricing and deal terms and work with legal to redline contracts
- Bring federal customer insights back to product and engineering teams to inform the roadmap and improve the user experience
- Help define and iterate on our federal sales playbook — your input will help shape how we go to market in this segment
What You'll Bring
- You have 7+ years of experience selling complex software to enterprise or federal customers, with at least 3+ years focused on U.S. federal accounts (DoD, Civilian, and/or IC)
- You have a proven track record of meeting or exceeding federal revenue targets — ideally $2M+ ARR annually
- You have deep familiarity with federal procurement: GWACs, IDIQs, OTAs, BPAs, and direct agency contract vehicles
- You can translate complex technical concepts — LLMs, RAG, agent frameworks, APIs — into mission-aligned value for both technical and non-technical government buyers
- You have established relationships across federal agencies and the system integrator ecosystem
- Technical acumen with the ability to establish credibility with technical decision-makers at agencies
- You thrive in fast-paced start-up environments and are energized by impact — you want to help build the federal playbook, not just follow one
- Driven and solutions-oriented; you know how to navigate procurement roadblocks and keep complex deals moving forward
- Passionate about generative AI and excited to help federal customers navigate a rapidly evolving technology landscape
- You exemplify our operating principles:
- You are motivated to build something great: you hold a high bar for quality, craft, and impact in every customer interaction and internal deliverable
- You embrace hot takes: you bring informed opinions about the federal AI market, challenge assumptions, and engage in constructive debate with your team
- You operate with maximum agency: you take ownership of your territory, move deals forward independently, and help cross-functional partners stay unblocked
- You run to the roar: you lean into the complexity of government procurement, long deal cycles, and ambiguous buying processes — and find a way through
Nice to Have
- Active or prior U.S. security clearance (Secret, TS/SCI)
- Familiarity with LangChain, LangGraph, LangSmith, or similar AI orchestration and observability tools
- Experience with FedRAMP, DoD Impact Levels (IL2–IL6), or other federal compliance and authorization frameworks
- Existing relationships with federal-focused system integrators and resellers (e.g., Booz Allen, SAIC, Leidos, Carahsoft)
- Prior experience building a federal GTM motion at an early-stage or growth-stage company
Compensation Annual OTE range: $300,000 – $350,000 USD
Compensation Philosophy
We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations.
