Federal Account Executive

The role

You will lead the expansion into U.S. federal agencies by owning the full sales cycle. You will work with DoD, Civilian, and IC agencies to help them discover, evaluate, and adopt LangChain products.

What you will do

• Own and manage the full federal sales cycle
• Act as a trusted advisor to federal prospects and customers
• Drive proof-of-concept efforts with solutions engineers and product experts
• Navigate federal procurement mechanisms like GWACs, IDIQs, OTAs, and BPAs
• Build and maintain relationships with agency decision-makers, program managers, and contracting officers
• Maintain relationships with system integrator partners and resellers
• Stay informed on the federal AI landscape and agency priorities
• Build long-term customer relationships and support post-sale success
• Negotiate pricing and deal terms and work with legal to redline contracts
• Bring federal customer insights back to product and engineering teams

Required qualifications

• 7+ years of experience selling complex software to enterprise or federal customers
• 3+ years focused on U.S. federal accounts (DoD, Civilian, and/or IC)
• Proven track record of meeting or exceeding federal revenue targets of $2M+ ARR annually
• Deep familiarity with federal procurement: GWACs, IDIQs, OTAs, BPAs, and direct agency contract vehicles
• Ability to translate complex technical concepts like LLMs, RAG, agent frameworks, and APIs
• Established relationships across federal agencies and the system integrator ecosystem
• Technical acumen to establish credibility with technical decision-makers

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
• Prior experience building a federal GTM motion at an early-stage or growth-stage company

Benefits

• Medical coverage
• Dental coverage
• Vision coverage
• Flexible vacation
• 401(k) plan
• Meals on in-office days in the US

About the company

LangChain builds the foundation for agent engineering, helping developers move from prototypes to production-ready AI agents. The company offers a platform for building, evaluating, deploying, and operating agents at scale.