Enterprise Account Executive

About the role

In this role, you will own the end-to-end commercial journey for strategic enterprise clients as LangChain scales its go-to-market motion from experimental AI proofs to mission-critical production agents. You will act as the primary commercial leader for a portfolio of large organizations, orchestrating complex sales efforts that require deep collaboration with technical and product teams. Your core responsibility is to translate the technical capabilities of our platform into clear business outcomes that justify enterprise investment. You will manage every stage of the sales lifecycle, ensuring that LangChain remains the central architectural choice for production-grade agent deployment. This position demands comfort with ambiguity, as you help define processes in a rapidly evolving startup environment rather than operating within rigid corporate playbooks. You will leverage empathy and structured curiosity to uncover latent needs and position our tools as indispensable components of the prospect's digital infrastructure. Ultimately, you will be accountable for driving sustainable, multi-year partnerships that anchor LangChain's long-term market presence in the enterprise segment.

Key facts

What you'll do

• Orchestrate the complete enterprise sales cycle, transforming initial discovery into legally binding agreements while maintaining strict adherence to compliance standards.
• Assume the role of trusted commercial advisor, diagnosing intricate business challenges and articulating how LangChain's platform directly resolves measurable operational gaps.
• Architect and execute tailored proof-of-concept initiatives, partnering closely with sales engineers and product specialists to validate technical feasibility and ROI.
• Synthesize evolving industry dynamics and product enhancements to educate stakeholders on GenAI adoption pathways and mitigate implementation risks.
• Build and sustain long-term executive relationships, aligning success metrics with deployment teams to guarantee seamless integration and ongoing value realization.
• Lead high-stakes contract negotiations, balancing pricing strategy with legal redlining to protect company interests without compromising partnership integrity.
• Aggregate and synthesize direct customer intelligence, channeling insights to product and engineering stakeholders to shape the strategic direction of the platform roadmap.
• Author and refine internal sales methodologies, creating reusable playbooks that standardize best practices and elevate team-wide performance.
• Drive the expansion of existing accounts by identifying new use cases and championing additional module adoption across the organization.
• Establish rigorous pipeline management routines, forecasting revenue accurately and ensuring consistent progress toward quarterly and annual targets.
• Facilitate cross-functional alignment between marketing, product, and delivery teams to ensure cohesive messaging and execution throughout the buyer's journey.
• Evaluate and optimize sales tools and technology stacks to enhance productivity, reporting accuracy, and forecast reliability in a data-driven manner.
• Mentor junior sales professionals by providing tactical guidance and feedback rooted in real-world enterprise engagements and complex deal dynamics.
• Represent LangChain at industry forums and strategic customer meetings, reinforcing the brand's position as a thought leader in applied generative AI infrastructure.

Requirements

• Bring a minimum of five years of experience selling complex software solutions to enterprise-level clients, with a proven track record in highly regulated or technically sophisticated environments.
• Demonstrate the ability to rapidly build trust and rapport with technical and executive stakeholders through an empathetic and genuinely curious sales approach.
• Possess strong storytelling and communication capabilities, enabling you to convey intricate technical concepts in clear, compelling narratives to diverse audiences.
• Exhibit sufficient technical aptitude to earn credibility with engineering leaders, engaging confidently in discussions surrounding APIs, infrastructure, and model orchestration.
• Thrive in a fast-paced startup setting where you are expected to help construct internal processes, sales frameworks, and operational rituals rather than simply following pre-existing procedures.
• Show a documented history of navigating multifaceted obstacles and sustaining momentum across long, complex B2B sales cycles involving multiple decision-makers.
• Maintain strict professionalism and reliability, meeting all contractual commitments and deadlines with a high degree of accountability and ownership.
• Align with LangChain's mission of advancing safe and scalable agentic workflows, demonstrating a deep commitment to responsible AI practices and ethical deployment considerations.
• Be legally authorized to work in the United States without sponsorship, given the role's base location in Seattle, Washington.
• Relocate to the Seattle metropolitan area within a reasonable timeframe to ensure seamless integration with the local team and operational rhythms.

Nice to have

None of the preferred qualifications or additional skills are specified in the provided source material, so this section remains empty.

Practical notes

• This is a full-time position based in Seattle, Washington, requiring physical presence in the office on designated days where meals are provided.
• US-based employees receive provided meals on in-office days as part of the total rewards package.
• Compensation comprises a base salary, variable pay tied to performance, and equity grants, collectively forming the $350K OTE USD package.
• Team members located in the European Union, the United Kingdom, and the Asia-Pacific region receive benefits aligned with local regulations and regional standards, which may differ from those offered in the United States.
• New hires must adhere to standard onboarding timelines and are expected to engage in collaborative planning sessions with cross-functional partners to ensure a smooth transition into active selling responsibilities.