Arango
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.
Federal Sales Leader – GTM Builder We’re looking for a proven Federal Sales Leader to build, lead, and scale our go-to-market business across the U.S. Federal Government. This is a builder’s role, requiring experience standing up federal sales organizations, driving repeatable GTM motions, and delivering impact across Civilian, DoD, and Intelligence communities.
About the Role This leader will be responsible for creating a federal growth engine—developing strategy, building executive relationships, securing wins, and laying the foundation for long‑term expansion within mission‑critical agencies.
Key Responsibilities
Build the Federal GTM Motion – Establish the playbook for federal growth, creating 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 ArangoDB’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 PreSales, 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.
Skills & Experience
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 infrastructure (databases, cloud, open source, cybersecurity, or equivalent).
Fluency in MEDDIC, with proven ability to drive complex, multi‑stakeholder deals to closure.
Strong executive presence with the ability to engage program leaders, executive stakeholders, and mission leaders.
Experience building and managing a partner ecosystem and distributor relationship within the federal market.
Data‑driven operator who leverages metrics and insights to guide decisions and maintain forecasting accuracy.
U.S. Citizenship required.
Active Security Clearance required; TS clearance preferred.
Why Join ArangoDB Our headquarters is in San Francisco (US) and we have an office in Cologne (Germany), but most of our diverse team works remotely worldwide. We invite people from every culture, national origin, religion, sexual orientation, gender identity or expression, and of every age to apply to our positions. All employment decisions are based on business needs, job requirements, and individual qualifications. Arango is committed to a workplace free of discrimination and harassment based on any of these characteristics.
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Federal Sales Leader – GTM Builder We’re looking for a proven Federal Sales Leader to build, lead, and scale our go-to-market business across the U.S. Federal Government. This is a builder’s role, requiring experience standing up federal sales organizations, driving repeatable GTM motions, and delivering impact across Civilian, DoD, and Intelligence communities.
About the Role This leader will be responsible for creating a federal growth engine—developing strategy, building executive relationships, securing wins, and laying the foundation for long‑term expansion within mission‑critical agencies.
Key Responsibilities
Build the Federal GTM Motion – Establish the playbook for federal growth, creating 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 ArangoDB’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 PreSales, 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.
Skills & Experience
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 infrastructure (databases, cloud, open source, cybersecurity, or equivalent).
Fluency in MEDDIC, with proven ability to drive complex, multi‑stakeholder deals to closure.
Strong executive presence with the ability to engage program leaders, executive stakeholders, and mission leaders.
Experience building and managing a partner ecosystem and distributor relationship within the federal market.
Data‑driven operator who leverages metrics and insights to guide decisions and maintain forecasting accuracy.
U.S. Citizenship required.
Active Security Clearance required; TS clearance preferred.
Why Join ArangoDB Our headquarters is in San Francisco (US) and we have an office in Cologne (Germany), but most of our diverse team works remotely worldwide. We invite people from every culture, national origin, religion, sexual orientation, gender identity or expression, and of every age to apply to our positions. All employment decisions are based on business needs, job requirements, and individual qualifications. Arango is committed to a workplace free of discrimination and harassment based on any of these characteristics.
#J-18808-Ljbffr