Enterprise Account Executive (Federal)

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.