Partner Alliance Lead - Federal
$190k - $270k • Remote • Washington DC • FullTime
Posted 3mo ago
About the job
LangChain is seeking its first Federal Partner Alliances Lead for the US to own the systems integrator and consulting partner ecosystem within the US Federal market. This senior individual contributor role will build and drive the federal partner strategy from the ground up, focusing on establishing deep, revenue-generating relationships with major Federal Systems Integrators (FSIs) and specialized boutique partners. The ideal candidate is an operator who thrives in a fast-growing startup environment, understands the nuances of developer tools and enterprise AI within federal compliance, and has a proven track record of driving revenue through partner channels. This role is part of the GTM organization and will collaborate closely with field sellers, customer engineering, and product leaders to integrate LangChain into partner delivery practices and solution portfolios for federal AI programs.
Responsibilities
- Own and lead strategic partnerships with major federal primes (e.g., Leidos, Booz Allen Hamilton, Northrop Grumman) to embed LangChain into their AI/ML practices and program pursuits.
- Identify and activate smaller, mission-focused federal consultancies and AI-native partners.
- Develop joint go-to-market motions with partners, including co-developing solution offerings and reference architectures.
- Drive partner-sourced and partner-influenced pipeline, translating relationships into closed revenue.
- Maintain lightweight relationships with hyperscaler federal teams (AWS GovCloud, Azure Government, GCP Public Sector) for visibility and marketplace presence.
- Execute co-marketing initiatives at key federal industry events and develop co-branded materials.
- Create the operational blueprint for scaling federal partnerships, including relationship mapping, tiering, and engagement cadences.
Requirements
- 6+ years of experience in federal partner management, business development, or alliance roles.
- Strong track record of building and monetizing relationships with major FSIs and federal primes.
- Direct experience working within or alongside major federal prime organizations is a significant plus.
- Pre-existing network within the business development, AI/ML practice, and solutions architecture communities at major federal primes.
- Technical fluency to credibly discuss LLMs, agentic frameworks, and developer tooling within federal infrastructure (including FedRAMP, IL4/IL5, zero-trust).
- Proven ability to navigate and build structure in a high-growth startup environment.
- Strong pipeline management skills and CRM hygiene.
- Excellent communication and influence skills, with the ability to write internal strategy documents and engage stakeholders.