[Remote] Enterprise Account Executive (Federal)

Note: The job is a remote job and is open to candidates in USA. LangChain is a company focused on making intelligent agents ubiquitous, providing a platform for building, evaluating, and operating AI agents. They are seeking a Federal Enterprise Account Executive to lead their expansion into U.S. federal agencies, managing the full sales cycle and collaborating with various teams to promote their products.

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

Skills

• 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
• Ability to 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
• Thrives in fast-paced start-up environments and is energized by impact — wants to help build the federal playbook, not just follow one
• Driven and solutions-oriented; knows 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
• Motivated to build something great: holds a high bar for quality, craft, and impact in every customer interaction and internal deliverable
• Embraces hot takes: brings informed opinions about the federal AI market, challenges assumptions, and engages in constructive debate with the team
• Operates with maximum agency: takes ownership of territory, moves deals forward independently, and helps cross-functional partners stay unblocked
• Runs to the roar: leans into the complexity of government procurement, long deal cycles, and ambiguous buying processes — and finds a way through
• 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

Benefits

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

Company Overview