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Federal Account Executive

LangChain· Sales
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RemoteFull-timePosted 6mo ago

About the role

Federal Enterprise Account Executive responsible for expanding LangChain's footprint within U.S. federal agencies (DoD, Civilian Agencies, IC) by owning the full sales cycle, defining federal GTM motions, and collaborating with engineering, solutions engineering, and professional services to drive adoption of LangChain products in government environments.

Responsibilities

  • 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

Qualifications

  • 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 exemplify our operating principles: motivation to build something great, embrace hot takes, operate with maximum agency, run to the roar

Skills

Required:Federal enterprise software salesFederal procurement knowledgeRelationship building with federal agencies

Benefits

  • Benefits include medical, dental, and vision coverage, flexible vacation, a 401(k) plan, meals on in-office days in the US and more.
Last updated Oct 14, 2026. Interested? Apply on the company site.

About LangChain

Engineer reliable agents

LangChain provides the engineering platform and open source frameworks developers use to build, test, and deploy reliable AI agents.

AI agentsagent engineeringbrex-fastest-growing-2025liquid-ai-recruiting-targetopen source frameworksplatform
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