# Enterprise Account Executive (Federal)

**Company:** [LangChain](https://hotfix.jobs/companies/langchain)
**Location:** Remote
**Role:** Account Executive
**Salary:** $300k – $350k/yr
**Experience:** 7+ years
**Skills:** LLMs, RAG, LangChain, LangGraph, Langsmith, Gwacs, Idiqs, Otas, Bpas, FedRAMP
**Posted:** 2026-04-03

> 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.

## Job Description

## 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.

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