• 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 • 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 • 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) • 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