Federal Enterprise Account Executive

ABOUT THE TEAM

The LangChain Federal team works directly with U.S. Government customers — including the Department of Defense (DoD), Civilian Agencies, and the Intelligence Community (IC) — who are building and operating AI agents in mission-critical environments. We partner closely with government program managers, technical leads, and system integrators across the full lifecycle, from pre-award shaping and evaluations through post-deployment expansion. We are building the federal go-to-market motion from the ground up, and every team member has a direct hand in shaping how LangChain is adopted across the federal landscape.

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