Federal Account Executive

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

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