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Arango · 3 months ago

Join Team Arango!Federal Account Leader – GTM Builder

United States

Full-time

Remote

Senior Level, Lead/Staff

10+ years exp

Arango is a company that provides a trusted data foundation for the next wave of Enterprise AI with graph-based Contextual AI. They are seeking a Federal Sales Leader to build and scale their go-to-market business across the U.S. Federal Government, focusing on developing strategies and securing wins in key government agencies.

Big DataDatabaseEnterprise SoftwareOpen SourceSoftware

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

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 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

Qualification

Federal sales experienceGTM strategy developmentGovernment procurement knowledgeDeep tech sales expertiseMEDDIC methodologyPartner ecosystem managementData-driven decision makingExecutive presenceCollaboration skills

Required

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

Preferred

Active Security Clearance preferred; TS clearance preferred

Company

Arango

Arango provides a trusted data foundation for 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.

Founded in 2014

San Mateo, California, USA

51-200 employees