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

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

About Arango:

Arango delivers a unified, natively multimodel contextual data platform that powers AI agents, assistants, and applications with the unified, current, and trusted business context needed to reason, decide, and act at scale.

The Arango Contextual Data Platform connects fragmented enterprise data with LLMs, copilots, and AI agents through a simplified architecture delivered out of the box. By combining graph, vector, document, key-value, and search capabilities in a single platform, Arango eliminates the complex stacks many organizations build to operationalize enterprise AI.

Trusted by organizations including NVIDIA, HPE, the London Stock Exchange, PSI CRO, the U.S. Air Force, NIH, Siemens, Transient.AI, Matpriskollen, and Articul8, Arango helps enterprises move from AI pilots to reliable production systems faster while lowering infrastructure complexity and total cost of ownership. Arango is a proud member of the NVIDIA Inception Program and the AWS ISV Accelerate Program. Learn more at arango.ai, LinkedIn, and G2.

Location: United States — Washington, DC / Northern Virginia preferred
Reports to: Chief Revenue Officer
Travel: Regular customer, partner, and federal onsite engagement required

About the Role

We are seeking a Head of U.S. Federal GTM to own and scale our business across the Department of War (DoW), Intelligence Community (IC), and Federal Civilian agencies.

This is a hands-on, customer-centric leadership role requiring a proven ability to translate strategy into execution and revenue.

The successful candidate will inherit an established federal GTM foundation, deepen customer relationships, develop new opportunities, and carry forward our investments in FedRAMP High readiness, secure deployments, and cleared mission environments.

We're looking for a leader who leads from the front—someone equally comfortable developing strategy, engaging directly with mission owners, advancing strategic opportunities, and navigating complex procurement cycles.

Key Responsibilities

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

Required Qualifications

• 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, with TS/SCI preferred.

What Success Looks Like

• Strong and sustained engagement with priority federal customers, mission leaders, and strategic partners.
• Expansion of existing customer deployments into additional programs, agencies, and mission areas.
• Measurable growth in qualified pipeline, new business, customer expansion, and revenue.
• Successful commercialization of Arango's investments in FedRAMP High readiness and secure-market capabilities.
• A scalable federal GTM strategy supported by disciplined execution, customer advocacy, and predictable forecasting.

What Makes Arango Special?

At Arango, we believe that AI is only as powerful as the data foundation. Our mission is to help organizations build AI systems that can reason, decide and act based on unified, current, and trusted business context at scale. We are helping define a new category of infrastructure: the contextual data layer for AI.

Working at Arango means:

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

If you're excited about the intersection of AI, data, and social media, we’d love to hear from you.