Federal Account Executive

About Us

At [Employer], our mission is to enable every company to own its intelligence. We believe agents will transform how companies operate, and we're building the foundation to make that future possible. Our open-source harnesses and LangSmith platform give developers and enterprises the infrastructure to run, improve, and govern agents at scale.

We've raised $460M to date, with our most recent funding round valuing the company at $3B, backed by leading investors including Sequoia, Benchmark, IVP, and CapitalG. As we continue to expand our platform and tackle some of the hardest challenges in agent engineering, every team member has the opportunity to make a meaningful impact and help shape both our technology and the future of the industry.

More than 7,000 organizations rely on LangSmith, from fast-growing startups to Fortune 500 enterprises, including NVIDIA, Bridgewater, LinkedIn, Workday, and Rippling. We're just getting started on making high-performing agents easier to build and manage at scale.

About the Team

The [Employer] Federal team works directly with U.S. Government customers — including the Department of Defense (DoD), Civilian Agencies, and the Intelligence Community (IC) — who are building and operating AI agents in mission-critical environments. We partner closely with government program managers, technical leads, and system integrators across the full lifecycle, from pre-award shaping and evaluations through post-deployment expansion. We are building the federal go-to-market motion from the ground up, and every team member has a direct hand in shaping how [Employer] is adopted across the federal landscape.

About the Role

We're looking for a Federal Enterprise Account Executive to join our growing GTM team and lead [Employer]'s expansion into U.S. federal agencies. In this role, you'll own the full sales cycle — helping technical teams at DoD, Civilian, and IC agencies discover, evaluate, and adopt [Employer]'s products. This is a high-impact, high-visibility role where you'll collaborate closely with engineering, product, solutions engineering, and professional services to shape how AI agent infrastructure gets adopted across government. If you're a relationship-driven seller who understands the federal landscape and wants to be part of building a go-to-market motion from the ground up, we'd love to hear from you.

What You'll Do

• 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 [Employer]'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 [Employer]'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

What You'll Bring

• 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:You are motivated to build something great: you hold a high bar for quality, craft, and impact in every customer interaction and internal deliverable
• You embrace hot takes: you bring informed opinions about the federal AI market, challenge assumptions, and engage in constructive debate with your team
• You operate with maximum agency: you take ownership of your territory, move deals forward independently, and help cross-functional partners stay unblocked
• You run to the roar: you lean into the complexity of government procurement, long deal cycles, and ambiguous buying processes — and find a way through

Nice to Have

• Active or prior U.S. security clearance (Secret, TS/SCI)
• Familiarity with [Employer], 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

Compensation

Annual OTE range: $300,000 – $350,000 USD

Compensation Philosophy:

We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks.

We are hiring for this role across a range of scope, and the compensation band reflects that. Your offer depends on what we learn about your impact, craft, leadership, and communication during the interview process. We will tell you early where you’re tracking and talk comp with you before offer stage. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations.

Benefits

Benefits include medical, dental, and vision coverage, flexible vacation, a 401(k) plan, meals on in-office days in the US and more.