Federal Sales Leader GTM Builder

Federal Sales Leader GTM Builder

Founded in Germany and now headquartered in San Francisco, at ArangoDB we're on a mission to make working with complex data simple, powerful, and AI-ready. Based in California and in Cologne (with a global team), we're building a cutting-edge data platform that helps organizations bring all their data together graph, document, key/value, full-text, and vector search in one engine.

Why does that matter? Because it means developers and data teams can build next-gen AI applications like RAG, knowledge graphs, and smart agents without gluing together a bunch of tools that were never meant to work together. Our platform makes it easy to work with any kind of data-structured, semi-structured, or unstructured, and it gives teams everything they need to build faster, smarter, and with way more context. From our easy-to-learn AQL query language to modern integration tools, we're here to help teams grow and scale with AI.

Sounds exciting? We think so too. Come join us and help shape the future of data.

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" roleit 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 enginedeveloping the strategy, building executive relationships, securing wins, and laying the foundation for long-term expansion within the most mission-critical agencies in the world.

Key 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.

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. So, do you prefer your desk at home or do you want to join us at one of our locations? Your choice.

The global minds of ArangoDB come from 5 different continents and more than 20 countries. Diverse backgrounds enable us to see new solutions. 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. We love this diversity and encourage everyone curious and visionary to join the multi-model movement.