Enterprise Account Executive (Federal)
Leads full sales cycle for LangChain's AI agent platform to U.S. federal agencies (DoD, Civilian, IC), navigating procurement and building relationships with integrators. Requires 7+ years sales experience, 3+ in federal, proven $2M+ ARR track record, and technical acumen in AI/LLMs.
About the job
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)
- 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
- 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)
- Proven track record of meeting or exceeding federal revenue targets — ideally $2M+ ARR annually
- Deep familiarity with federal procurement: GWACs, IDIQs, OTAs, BPAs, and direct agency contract vehicles
- Translate complex technical concepts — LLMs, RAG, agent frameworks, APIs — into mission-aligned value for both technical and non-technical government buyers
- Established relationships across federal agencies and the system integrator ecosystem
- Technical acumen with the ability to establish credibility with technical decision-makers at agencies
- Thrive in fast-paced start-up environments and are energized by impact
- Driven and solutions-oriented; navigate procurement roadblocks and keep complex deals moving forward
- Passionate about generative AI
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 & Benefits
Annual OTE range: $300,000 – $350,000 USD Competitive compensation includes base salary, variable compensation, meaningful equity, medical/dental/vision coverage, flexible vacation, 401(k), life insurance.
Skills
LLMs, RAG, LangChain, LangGraph, Langsmith, Gwacs, Idiqs, Otas, Bpas, FedRAMP
Similar jobs
Account Executive jobs
Immuta
California
Own new business development and expansion across the US West territory, managing complex enterprise sales cycles for data security and governance solutions. The role requires 8+ years of enterprise SaaS or data-platform sales experience, strong executive selling skills, and success with regulated-industry accounts.
Glean
United States
Drives net-new enterprise business and territory growth for a technical SaaS and AI platform, navigating complex organizations, engaging C-level executives, and closing strategic deals. Requires 8+ years of sales closing experience, technical aptitude, and expertise in value-based enterprise selling.
Doppel
United States
Owns a territory and drives full-cycle, net-new enterprise sales for a cybersecurity SaaS platform. The role requires 6+ years of experience, including enterprise SaaS or security sales, strong consultative selling skills, and the ability to close complex multi-stakeholder deals.
Redis
United States
Owns net-new and expansion sales across hedge fund and asset manager accounts, positioning Redis infrastructure and AI offerings to technical and executive buyers. Requires 6+ years of quota-carrying enterprise sales experience and direct capital markets experience.
Databricks
Charlotte, NC
Leads strategic enterprise sales for Databricks’ data and AI platform within the QSR account, expanding use cases, managing executive relationships, and exceeding revenue targets. Requires 7+ years of enterprise sales experience, large-account quota attainment, cloud or SaaS expertise, and a bachelor’s degree.