Enterprise Account Executive (Federal)

📋 Description

• Own and manage the full federal sales cycle from lead to close with strong follow-up.
• Act as trusted advisor to DoD, Civilian Agencies, and IC; learn mission needs.
• Drive proof-of-concept efforts with solutions engineers to show tangible government value.
• Navigate federal procurement mechanisms (GWACs, IDIQs, OTAs, BPAs) to close complex deals.
• Build relationships with senior agency leaders, program managers, contracting officers, and key partners.
• Stay on top of the federal AI landscape to educate customers and shape LangChain's federal strategy.

🎯 Requirements

• 7+ years selling complex software to enterprise or federal clients, with 3+ years in federal accounts.
• Proven track record of meeting/exceeding federal revenue targets — ideally $2M+ ARR.
• Deep familiarity with GWACs, IDIQs, OTAs, BPAs, and direct agency contracts.
• Translate complex concepts (LLMs, RAG, APIs) into mission-aligned value.
• Established relationships across federal agencies and the SI ecosystem.
• Technical acumen to engage technical decision-makers at agencies.
• Thrive in fast-paced startups; help build the federal playbook.
• Passionate about generative AI and helping federal customers navigate evolving tech.

🎁 Benefits

• Medical, dental, and vision coverage
• Flexible vacation
• 401(k) plan
• Meals on in-office US days