Federal Account Leader – GTM Builder

Overview

About ArangoDB

At Arango, we believe the first generation of enterprise AI missed something essential: context. LLM models are powerful, but they didn’t understand the context needed to deliver accurate answers.

Arango provides a trusted data foundation for the next wave of Enterprise AI with graph-based Contextual AI — transforming enterprise data into a System of Context that truly represents the business, so LLMs can deliver better outcomes with unlimited scale and cost efficiency.

The Arango AI Data Platform gives developers a single, integrated environment to build and scale AI-powered applications without the complexity of stitching together multiple databases and tools. At its core is a massively scalable multi-model database that unifies graph, vector, document, and key-value data with full-text, geospatial, and vector search — creating the System of Context, the bridge between enterprise data and LLMs.

We’re a global team based in California and Cologne, united by curiosity, collaboration, and a passion for helping developers, data engineers, and technology leaders innovate faster and smarter with AI. Trusted by NVIDIA, HPE, the London Stock Exchange, the U.S. Air Force, NIH, and Articul8, Arango powers enterprise AI with context, confidence, and scale. We are a proud member of the NVIDIA Inception Program and the AWS ISV Accelerate Program.

If you’re excited about shaping the future of Contextual AI, come build with us.

Location:

All candidates in the US will be considered.

About the Role: We are seeking a proven Federal Sales Leader to build, lead, and scale our go-to-market business across the U.S. Federal Government. This is not a “book of business” role—it is a builder’s role. We are looking for a leader who has carried forward experience in standing up federal sales organizations, driving repeatable GTM motions, and delivering meaningful impact across Civilian, DoD, and Intelligence communities.

This leader will be responsible for creating a federal growth engine—developing the strategy, building executive relationships, securing wins, and laying the foundation for long-term expansion within the most mission-critical agencies in the world.

• Build the Federal GTM Motion – Establish the playbook for federal growth, creating the repeatable processes, frameworks, and execution discipline needed to scale.
• Drive New Business & Expansion – Identify, qualify, and close high-value opportunities across Civilian, DoD, and Intel agencies.
• Own Executive Relationships – Develop and maintain long-term strategic relationships with program leaders, executive stakeholders, and mission leaders at the highest levels of government.
• Navigate Federal Procurement – Lead with expertise in acquisition pathways, contracting vehicles (GSA, SEWP, etc.), and compliance standards.
• Champion MEDDIC Discipline – Rigorously qualify opportunities, align with mission and business outcomes, and ensure precision in execution.
• Forecast with Precision – Maintain absolute CRM hygiene in Salesforce and commit to weekly pipeline reviews, ensuring predictability and alignment with company goals.
• Evangelize the Mission Value – Deliver compelling presentations and executive-level engagements that highlight Arango
  
  DB’s differentiation and strategic fit for federal missions.
• Partner Ecosystem & Distributor Management – Build and manage the broader U.S. Federal partner ecosystem (resellers, systems integrators, primes, and subcontractors), including direct oversight of distributor relationships.
• Collaborate to Win – Partner cross-functionally with Technical Pre Sales, Marketing, and Customer Success to drive adoption and expansion.
• Be in the Field – Travel as necessary to engage directly with senior leaders, program managers, and stakeholders.

• 10-15+ years of enterprise software sales with direct success in the U.S. Federal Government (Civilian, DoD, Intel).
• Demonstrated track record of building and scaling a federal GTM organization—from strategy to execution.
• Deep knowledge of government procurement, contracting vehicles, and compliance requirements.
• Expertise in selling deep tech/enterprise…