Enterprise Account Executive (Federal)

About Us

At LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale.

Today, LangChain, LangGraph, LangSmith, and Agent Builder are used by teams shipping real AI products across startups and large enterprises. Millions of developers trust LangChain to power AI teams at companies like Replit, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, and 35% of the Fortune 500.

With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we're at a stage where we're continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world.

About the Team

The LangChain 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 LangChain 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 LangChain'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 LangChain'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 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

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