Partner Alliance Lead - Federal

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 Role

As our first Federal Partner Alliances Lead for the US, you will own the systems integrator and consulting partner ecosystem across the US Federal market. This is a high-leverage, senior individual contributor role where you will build and drive our federal partner strategy from the ground up — focused primarily on establishing deep, revenue-generating relationships with the major Federal Systems Integrators (FSIs) and a curated set of specialized boutique partners.

You are an operator at heart who loves the ambiguity of a fast-growing startup. You understand how developer tools and enterprise AI stacks fit together within the unique compliance and regulatory requirements of the federal space, and you have a track record of driving sourced and influenced revenue through partner channels without needing a heavy management playbook to guide you. This role sits within our GTM organization and will work closely with our field sellers, customer engineering teams, and product leaders to embed [Employer] into the delivery practices and solution portfolios of the partners who win and execute the biggest federal AI programs.

What You'll Do

• Own FSI Relationships: Build and lead [Employer]'s strategic partnerships with the major federal primes — including Leidos, Booz Allen Hamilton, Northrop Grumman, SAIC, Accenture Federal, and similar large-scale integrators. Drive structured engagement across their AI/ML practices, solution architects, and business development teams to embed [Employer] into active and upcoming program pursuits.
• Develop Boutique and Specialized Partners: Identify and activate a curated set of smaller, mission-focused federal consultancies and AI-native partners that are embedded in specific agency relationships or cleared environments where the primes don't reach.
• Build Joint Go-to-Market Motions: Work with FSI partners to co-develop solution offerings, reference architectures, and proposal language that positions [Employer] as the preferred agentic AI framework for federal program delivery.
• Drive Pipeline Through Partners: Own the partner-sourced and partner-influenced pipeline, working hand-in-hand with [Employer]'s field sales team to ensure FSI relationships translate into real opportunities and closed revenue.
• Support Hyperscaler Relationships Selectively: Maintain a lightweight working relationship with AWS GovCloud, Azure Government, and GCP Public Sector teams, primarily to support event sponsorships, joint visibility opportunities, and marketplace presence — without making this a primary focus of the role.
• Execute Co-Marketing Motions: Partner with marketing to show up effectively at key federal industry events (AFCEA, AWS Summit DC, industry days) and develop technical content and co-branded materials that reinforce [Employer]'s credibility with FSI and agency audiences.
• Build the Playbook: Create the operational blueprint for how [Employer] scales federal partnerships — from initial relationship mapping and partner tiering to joint pipeline tracking and executive engagement cadences.

What You'll Bring

• Experience: 6+ years of experience in federal partner management, business development, or alliance roles, with a strong track record of building and monetizing relationships with major FSIs and federal primes. Direct experience working within or alongside Leidos, Booz Allen Hamilton, Northrop Grumman, SAIC, or similar organizations is a significant plus.
• FSI Network: A genuine, pre-existing network within the business development, AI/ML practice, and solutions architecture communities at the major federal primes. You should be able to get meetings quickly and have credibility with the people who shape program pursuit decisions.
• Technical Foundation: Enough technical fluency to speak credibly with enterprise architects and engineering leads in federal environments. You don't need to write code, but you must understand how LLMs, agentic frameworks, and developer tooling operate within federal infrastructure, including FedRAMP, IL4/IL5, and zero-trust requirements.
• Startup Agility: Proven ability to navigate a high-growth environment with limited structure. You are comfortable building the playbook as you run it, executing independently with minimal supervision in the often long-cycle federal sales environment.
• Operational Rigor: Strong pipeline management skills. You track partner activity with clean CRM hygiene, maintain accurate opportunity attribution, and communicate clearly and consistently to internal stakeholders.
• Strong Communication & Influence: Equally comfortable writing sharp internal strategy docs as you are presenting to senior BD and practice leaders at major federal integrators.

Nice to Have's

• Active security clearance (Secret or higher) or existing clearance eligibility.
• Prior experience at an open-source, developer tools, or infrastructure software company bringing a new technology into the federal FSI ecosystem.
• Familiarity with federal procurement vehicles (GSA Schedule, OTAs, BPAs) and how primes use them to structure program delivery.
• Familiarity with the modern LLM orchestration stack, federal data environments, and compliance frameworks (FedRAMP, NIST, CMMC).Annual Salary Range: $190,000 to 270,000 + Equity

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.