Head of U.S. Federal Go-to-Market

Job not on LinkedIn

🔥 4 minutes ago

🏛️ District of Columbia, Virginia, +1 more states – Remote

🏛️ District of Columbia – Remote ⚔️ Virginia – Remote ☕ Washington – Remote

⏰ Full Time

🔴 Lead

🎁 Product Marketing

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

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ArangoDB

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2015

🏥 Healthcare

📦 Logistics

💼 Consulting

💰 $27.8M Series B on 2021-10

Healthcare • Logistics • Consulting

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.

📋 Description

• Own federal growth strategy, new business, customer expansion, pipeline development, and revenue execution across the Department of War, Intelligence Community, and Federal Civilian agencies • Build and maintain trusted relationships with government stakeholders, mission owners, program executives, and strategic customers through consistent, direct engagement • Translate Arango's FedRAMP High roadmap and secure deployment capabilities into differentiated opportunities across defense, intelligence, and civilian agencies • Build upon existing federal customer deployments, partnerships, and strategic opportunities while identifying adjacent mission areas and new programs • Develop acquisition strategies, navigate government contracting vehicles and funding cycles, and personally advance complex opportunities through contract award • Strengthen relationships with federal primes, systems integrators, distributors, and strategic technology partners to create pipeline and accelerate growth • Establish disciplined MEDDPICC qualification, strategic account planning, deal execution, forecasting, and cross-functional accountability • Build a repeatable federal GTM operating model, collaborating across Sales Engineering, Product, Marketing, and Customer Success while developing the team for future scale • Report to the Chief Revenue Officer

🎯 Requirements

• 12+ years of enterprise technology sales experience, with demonstrated success in the U.S. Federal Government • Proven experience inheriting, building, or scaling a federal business with direct revenue accountability • Established relationships and experience across DoW, Intelligence Community, and/or Federal Civilian agencies • Demonstrated track record personally leading complex federal sales cycles, engaging mission stakeholders, and closing significant opportunities • Deep understanding of federal procurement, funding mechanisms, capture strategies, and contracting vehicles • Experience selling enterprise infrastructure, data platforms, cloud, AI/ML, cybersecurity, or other mission-critical technologies • Working knowledge of FedRAMP, secure and classified environments, and federal compliance requirements • Demonstrated success leveraging federal prime contractors, systems integrators, resellers, and distributors • Strong operating discipline, executive presence, customer focus, and willingness to remain directly engaged in strategic opportunities • U.S. citizenship required • Active U.S. government security clearance required; TS/SCI preferred • Regular customer, partner, and federal onsite engagement required • Washington, DC / Northern Virginia preferred

🏖️ Benefits

• Contributing to cutting-edge AI and data infrastructure • Collaborating with experienced engineers, marketers, and product leaders • Helping shape how enterprises build AI-powered applications

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