• Build the Federal GTM Motion—establish the playbook, repeatable processes, frameworks, and execution discipline 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 • Navigate Federal Procurement—lead 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 CRM hygiene in Salesforce and commit to weekly pipeline reviews • Evangelize the Mission Value—deliver compelling presentations and executive-level engagements highlighting ArangoDB’s differentiation • Partner Ecosystem & Distributor Management—build and manage the U.S. Federal partner ecosystem (resellers, systems integrators, primes, and subcontractors) • 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