Federal Sales Leader – Go-to-Market Builder

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September 21

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ArangoDB

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Software • SaaS • Artificial Intelligence

ArangoDB is a flexible and scalable graph database platform designed for a variety of applications, particularly in a data-intensive environment like Generative AI. It supports multiple data models including graph, vector, document, full-text search, and geospatial databases, all within a single unified system. This allows developers to efficiently navigate complex data interactions and perform advanced analytics, making it ideal for sectors such as healthcare, finance, telecommunications, and more.

51 - 200 employees

Founded 2015

☁️ SaaS

🤖 Artificial Intelligence

💰 $27.8M Series B on 2021-10

📋 Description

• 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 • 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 • 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) • 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

🎯 Requirements

• 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 (GSA, SEWP, etc.), and compliance requirements • Expertise in selling deep tech/enterprise infrastructure (databases, cloud, open source, cybersecurity, or equivalent) • Fluency in MEDDIC • Strong executive presence with ability to engage program leaders, executive stakeholders, and mission leaders • Experience building and managing a partner ecosystem and distributor relationships within the federal market • Data-driven operator who leverages metrics and insights for forecasting accuracy • Maintain absolute CRM hygiene in Salesforce and commit to weekly pipeline reviews • U.S. Citizenship required • Active Security Clearance required; TS clearance preferred • Willingness/ability to travel regularly (question asks about travel 30% or more)

🏖️ Benefits

• most of our diverse team works remotely worldwide • Do you prefer your desk at home or do you want to join us at one of our locations? Your choice • Work with global, multicultural team from 5 different continents and more than 20 countries • Inclusive workplace committed to a workplace free of discrimination and harassment