Enterprise Account Executive (Federal)

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.

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.

- 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

- 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 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

- 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