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Partner Alliance Lead - Federal
LangChain · Washington DC, United States
Pay
$190k–270k
Setting
Remote
ABOUT US
At LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale.
With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we’re at a stage where we’re continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world.
Today, our platform includes LangSmith (Observability, Evaluation, Deployment, Fleet, and Sandboxes), our open source frameworks (LangChain, LangGraph, and Deep Agents), and the newly launched LangSmith Engine for autonomous agent improvement. We have 100M+ monthly open source downloads, 6,000+ active LangSmith customers, and 5 of the Fortune 10 use LangSmith in production (+ 35% of the Fortune 500 overall), including teams at Klarna, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, LinkedIn, Monday.com, Nvidia, and Bridgewater.
ABOUT THE ROLE
As our first Federal Partner Alliances Lead for the US, you will own the systems integrator and consulting partner ecosystem across the US Federal market. This is a high-leverage, senior individual contributor role where you will build and drive our federal partner strategy from the ground up — focused primarily on establishing deep, revenue-generating relationships with the major Federal Systems Integrators (FSIs) and a curated set of specialized boutique partners.
You are an operator at heart who loves the ambiguity of a fast-growing startup. You understand how developer tools and enterprise AI stacks fit together within the unique compliance and regulatory requirements of the federal space, and you have a track record of driving sourced and influenced revenue through partner channels without needing a heavy management playbook to guide you. This role sits within our GTM organization and will work closely with our field sellers, customer engineering teams, and product leaders to embed LangChain into the delivery practices and solution portfolios of the partners who win and execute the biggest federal AI programs.
WHAT YOU'LL DO
- Own FSI Relationships: Build and lead LangChain's strategic partnerships with the major federal primes — including Leidos, Booz Allen Hamilton, Northrop Grumman, SAIC, Accenture Federal, and similar large-scale integrators. Drive structured engagement across their AI/ML practices, solution architects, and business development teams to embed LangChain into active and upcoming program pursuits.
- Develop Boutique and Specialized Partners: Identify and activate a curated set of smaller, mission-focused federal consultancies and AI-native partners that are embedded in specific agency relationships or cleared environments where the primes don't reach.
- Build Joint Go-to-Market Motions: Work with FSI partners to co-develop solution offerings, reference architectures, and proposal language that positions LangChain as the preferred agentic AI framework for federal program delivery.
- Drive Pipeline Through Partners: Own the partner-sourced and partner-influenced pipeline, working hand-in-hand with LangChain's field sales team to ensure FSI relationships translate into real opportunities and closed revenue.
- Support Hyperscaler Relationships Selectively: Maintain a lightweight working relationship with AWS GovCloud, Azure Government, and GCP Public Sector teams, primarily to support event sponsorships, joint visibility opportunities, and marketplace presence — without making this a primary focus of the role.
- Execute Co-Marketing Motions: Partner with marketing to show up effectively at key federal industry events (AFCEA, AWS Summit DC, industry days) and develop technical content and co-branded materials that reinforce LangChain's credibility with FSI and agency audiences.
- Build the Playbook: Create the operational blueprint for how LangChain scales federal partnerships — from initial relationship mapping and partner tiering to joint pipeline tracking and executive engagement cadences.
WHAT YOU'LL BRING
- Experience: 6+ years of experience in federal partner management, business development, or alliance roles, with a strong track record of building and monetizing relationships with major FSIs and federal primes. Direct experience working within or alongside Leidos, Booz Allen Hamilton, Northrop Grumman, SAIC, or similar organizations is a significant plus.
- FSI Network: A genuine, pre-existing network within the business development, AI/ML practice, and solutions architecture communities at the major federal primes. You should be able to get meetings quickly and have credibility with the people who shape program pursuit decisions.
- Technical Foundation: Enough technical fluency to speak credibly with enterprise architects and engineering leads in federal environments. You don't need to write code, but you must understand how LLMs, agentic frameworks, and developer tooling operate within federal infrastructure, including FedRAMP, IL4/IL5, and zero-trust requirements.
- Startup Agility: Proven ability to navigate a high-growth environment with limited structure. You are comfortable building the playbook as you run it, executing independently with minimal supervision in the often long-cycle federal sales environment.
- Operational Rigor: Strong pipeline management skills. You track partner activity with clean CRM hygiene, maintain accurate opportunity attribution, and communicate clearly and consistently to internal stakeholders.
- Strong Communication & Influence: Equally comfortable writing sharp internal strategy docs as you are presenting to senior BD and practice leaders at major federal integrators.
NICE TO HAVE'S
- Active security clearance (Secret or higher) or existing clearance eligibility.
- Prior experience at an open-source, developer tools, or infrastructure software company bringing a new technology into the federal FSI ecosystem.
- Familiarity with federal procurement vehicles (GSA Schedule, OTAs, BPAs) and how primes use them to structure program delivery.
- Familiarity with the modern LLM orchestration stack, federal data environments, and compliance frameworks (FedRAMP, NIST, CMMC).
Annual Salary Range: $190,000 to 270,000 + Equity
Compensation Philosophy:
We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations.
BENEFITS
Benefits include medical, dental, and vision coverage, flexible vacation, a 401(k) plan, meals on in-office days in the US and more.
Listed by LangChain for a position based in the United States. Employers on this board attest they are hiring domestically.
Head of Narratives
LangChain · United States
Pay
$200k–240k
Setting
Remote
ABOUT US
At LangChain, our mission is to make intelligent agents ubiquitous. We build the foundation for agent engineering in the real world, helping developers move from prototypes to production-ready AI agents that teams can rely on. We began as widely adopted open-source tools and have grown to also offer a platform for building, evaluating, deploying, and operating agents at scale.
With $125M raised at Series B from IVP, Sequoia, Benchmark, CapitalG, and Sapphire Ventures, we’re at a stage where we’re continuing to develop new products, growth is accelerating, and all team members have meaningful impact on what we build and how we work together. LangChain is a place where your contributions can shape how this technology shows up in the real world.
Today, our platform includes LangSmith (Observability, Evaluation, Deployment, Fleet, and Sandboxes), our open source frameworks (LangChain, LangGraph, and Deep Agents), and the newly launched LangSmith Engine for autonomous agent improvement. We have 100M+ monthly open source downloads, 6,000+ active LangSmith customers, and 5 of the Fortune 10 use LangSmith in production (+ 35% of the Fortune 500 overall), including teams at Klarna, Clay, Coinbase, Workday, Lyft, Cloudflare, Harvey, Rippling, Vanta, LinkedIn, Monday.com, Nvidia, and Bridgewater.
ABOUT THE ROLE:
LangChain has strong technical credibility, a large developer community, and a lot worth saying. What we need now is someone to make sure we're saying it — consistently, strategically, and in ways that land.
We're looking for a Head of Narratives to own how LangChain shows up in the world across communications, brand, social, and design. This is a role for someone who thinks like a media company operator: always-on publishing, sharp editorial judgment, a clear point of view on the themes that matter, and a relentless focus on getting great narratives in front of the right people at the right time.
You'll lead an existing team of rockstars across brand, social, and design — each with deep expertise. Your job is to give the team a shared narrative direction, keep the output sharp and consistent, and make sure LangChain is building an audience that wants to hear from us.
This is a player-coach role. You'll set the direction but you'll also be in the work — shaping editorial, giving creative feedback, and reviewing and writing. The right person is opinionated about what good looks like and hands-on enough to help get there.
WHAT YOU'LL DO:
Communications
- Define the themes and narratives LangChain is hitting. Spearhead the direction on what LangChain should be known for and translate that into a rolling communications strategy the whole team is working from. This is the backbone of everything else.
- Own press and media relations. Kickstart our comms efforts, building and managing relationships with key journalists and outlets, drive proactive press coverage, and act as the point of contact for inbound media inquiries.
- Shape executive visibility and thought leadership. Identify the moments, platforms, and formats where LangChain's leaders should have a voice, and help them show up with a clear, consistent point of view.
- Lead announcement strategy. Plan and execute communications around major launches, funding, partnerships, and company milestones, working cross-functionally to make sure the story lands with the right audiences at the right time.
- Set and uphold the communications standard. Define LangChain's voice in the outside world and the quality bar for anything that goes out under its name.
Brand
- Shape brand direction in close partnership with the brand lead. The brand lead focuses on brand voice, visual identity, and standards. You'll work closely together to align on where the brand is headed, what it stands for, and how it shows up — with narrative and brand informing each other rather than operating separately.
- Stay close to major brand moments. Bring a point of view on concept and messaging for out-of-home, awareness campaigns, and other brand initiatives. Work with the brand lead to make sure what we're saying and how we're showing up are pulling in the same direction.
- Make sure brand and narrative feel like one thing. The brand should feel like a natural extension of the editorial point of view, and vice versa.
Social & Rich Media
- Partner with the social lead on strategy, themes, and goals. The social lead focuses on growing LangChain's social channels and ways to amplify our content and messaging. Work together to ensure social is amplifying the themes and narratives the broader team is driving.
- Shape LangChain's rich media approach together. Work with the social lead to develop a shared point of view on how video, audio, and other formats fit into the content mix — where they build audience, where they deepen credibility, and how to build the right execution muscle over time.
- Track what's working, what's not, and use it to sharpen direction. Stay close to performance across content, comms, brand, and social to have a better sense on where to focus, what narratives are resonating, and where to double down.
Brand Design
- Lead the creative direction for brand design in close partnership with our brand designer. Own the visual vision for how LangChain looks and feels — and work day-to-day with our brand designer to translate that into execution across campaigns, content, comms, social, and brand moments.
- Be a strong creative partner. Have a real point of view on what looks right, what earns trust with a technical audience, and where the work needs to go further. Give clear direction and help the designer do their best work.
- Keep visual identity consistent across every channel. A media company looks like itself everywhere it shows up. Make sure LangChain does too.
Team Leadership
- Lead by being in it. Develop your team by being close to the work — giving useful feedback, shaping output, and raising the bar through example.
- Build the operating rhythm. Establish the rituals and shared workflows — editorial planning, cross-functional reviews, publishing cadences — that help brand, social, comms, and design operate as a unit.
- Connect narrative to the rest of the business. Translate what marketing, sales, product, and leadership need into a narrative strategy your team can execute — and keep everyone aligned as priorities shift.
WHAT WE'RE LOOKING FOR:
- Ability to work like a media company operator. You think in publishing cadences, audience development, and narrative arcs — not just campaigns. You know what it takes to build an always-on narrative engine and keep it running at a high standard.
- Player-coach. You've led creative, comms, or content teams and know how to develop people — but you stay close to the work and make it better by being in it.
- Strong narrative instincts. You have a clear point of view on what makes a brand story work and can translate that into real direction across comms, brand, social, and design.
- Analytically grounded. You track what's working, form a view on why, and use that to make better decisions about where to focus. You connect creative work to business outcomes.
- Developer audience instincts. You understand what earns trust with technical audiences and can orient a creative team around that bar.
- Collaborative and clear. You work well with strong practitioners who own their domains — building alignment without stepping on what they own.
Nice to Have
- Experience leading narrative, brand, or comms teams at a developer-focused company
- Background in technical or developer marketing
- Familiarity with the AI/ML ecosystem and the tools developers use to build
- Track record running brand campaigns, including out-of-home or awareness programs
Salary Range: $200K-$240K
Compensation Philosophy:
We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations.
BENEFITS
Benefits include medical, dental, and vision coverage, flexible vacation, a 401(k) plan, meals on in-office days in the US and more.
Listed by LangChain for a position based in the United States. Employers on this board attest they are hiring domestically.
Revenue Operations & Strategy Manager
Nooks · United States
Pay
$170k–195k
Setting
Remote
ABOUT NOOKS.AI http://Nooks.ai:
Nooks is an applied AI lab building the Agent Workspace for GTM. We design AI agents that operate across the full sales action set, from account strategy to prospect research and outreach. Building 0→1 has never been easier, but selling at the speed of the market remains the last frontier for AI. Our mission is to 10x every seller by automating the busywork so they can focus on what humans do best: closing deals.
Today, over 1,500 customers run on Nooks, including Notion, HubSpot, Cursor, and Rippling. We’ve raised $70M+ from top VCs like Kleiner Perkins, which made its first sales-tech investment in over a decade with us. Since then, we’ve tripled ARR each year for 3 years running and grown a high-caliber team turning the art of sales into a scalable science.
ABOUT THE ROLE
Nooks is looking for a Revenue Operations & Strategy Manager to help scale our best-in-class RevOps function. Reporting directly to the Sr. Manager of RevOps, you will own critical systems areas end-to-end, set the roadmap for how they evolve, and drive strategic initiatives that shape how our GTM organization operates.
This is not an execution-only role. You will be the directly responsible individual (DRI) for meaningful pieces of our revenue engine - owning them from maintenance through evolution, educating stakeholders, and setting the standard for how we operate. You’ll combine deep analytical rigor with strategic judgment, evaluating trade-offs and broader business implications. The ideal candidate thrives in ambiguity, brings a clear point of view, and is energized by building systems that outlast them. You bring conviction, structured thinking, and a track record of shipping things that stick.
WHAT YOU’LL DO
This role offers excellent exposure to all aspects of the revenue engine and provides a clear path for growth into senior revenue operations positions.
ANALYSIS & STRATEGIC INSIGHT
- Identify, evaluate, prioritize, and articulate business cases for GTM investments - including opportunity sizing to determine which levers matter most
- Conduct deep-dive analyses into pipeline, conversion, segmentation, retention, and rep performance, identifying root causes and evaluating trade-offs across potential solutions
- Develop hypotheses about where the business has the most upside, size the potential impact, and back it with structured analysis
- Build and maintain executive-level dashboards, forecasting models, and GTM performance review cadences with a clear POV and prioritized recommendations
PROJECT EXECUTION & CROSS-FUNCTIONAL PARTNERSHIP
- Develop distinctive expertise in complex RevOps topics: forecasting methodology, territory design, segmentation, incentive design, or similar - and bring that expertise to bear on hard problems
- Serve as a reliable project owner within RevOps and across the organization - known as someone who can independently take an effort from ambiguity to shipped outcome
- Scope and execute projects aligned to agreed business outcomes and timelines, managing multiple workstreams concurrently without dropping quality
- Proactively measure project outcomes post-launch and share learnings back to the business, including retrospectives on previously shipped work
- Demonstrate strong prioritization and the ability to pivot quickly when priorities shift
COMMUNICATION & TEAM LEADERSHIP
- Contribute meaningfully to team cohesion, morale, and the standard of work - you make the team better by being on it
- Communicate expectations to stakeholders clearly and consistently, including timelines, dependencies, and trade-offs
- Write with conclusions first - clear, concise, and paired with the rationale needed for the reader to trust the recommendation
- Present findings and recommendations to GTM leadership with a clear point of view, tailored to the audience
- Actively seek feedback and demonstrate progress on it - committed to your own continuous improvement and modeling that for the team
SYSTEMS OWNERSHIP
- Own the development and maintenance of a critical systems area (e.g., forecasting infrastructure, territory & quota management, lead routing, commissions, account scoring) end-to-end and with minimal guidance
- Develop and maintain a 2-quarter forward roadmap for your systems area, sequenced against business priorities and communicated proactively to stakeholders
- Define and own the criteria used to evaluate systems effectiveness and where to invest next - including build-vs-buy decisions and vendor evaluations
- Identify and lead opportunities to evolve your systems area - whether that’s new capabilities within existing tools or updates to the broader stack
- Run issue triage effectively and set the standard for how quickly and cleanly problems get resolved
- Manage documentation for your systems area and model documentation best practices for the rest of the team
- Drive communication, change management, and training for stakeholders and leadership when systems or processes change
TECH STACK EXPERTISE
- Act as a subject matter expert across our GTM tech stack - HubSpot, Nooks, Gong, Clay, and forecasting tools
- Partner with our GTM Systems Admins to maintain data hygiene, configure workflows, and optimize automation rules
- Serve as an escalation point for GTM tech troubleshooting, rules of engagement interpretation, and daily operational issues
- Continuously evaluate the tech stack for gaps, redundancies, and opportunities for consolidation or new investment
WHO YOU ARE
- 4+ years of experience in SaaS RevOps, with demonstrated progression in scope and ownership; 6+ years of total experience in investment banking, management consulting or related analytical roles
- Subject matter expert in HubSpot and the modern GTM stack (Nooks, Gong, Clay, Claude/ChatGPT, Cursor, forecasting tools) - hands-on when needed, and trusted to guide others
- Business-case fluency you can size an opportunity, articulate the trade-offs, and translate the analysis into a recommendation leadership can act on
- Strong project owner you’ve independently scoped, sequenced, and shipped cross-functional initiatives, driving deliverables from partners you don’t manage
- Analytical rigor you build complex models, investigate root causes, and stop only when you’ve found the real answer, not when you’ve found an answer
- Comfortable with ambiguity: you bring structure to undefined problems, evaluate trade-offs, and weigh broader business implications before recommending a path
- Builder’s bias for action: you create scalable programs with measurable impact rather than one-off fixes
- Exceptional communicator: clear and persuasive in presentations, writing, and stakeholder updates; effective at educating others on your domain
- Empathetic toward reps: genuinely invested in their success and the quality of their day-to-day experience
- Collaborative, humble, and coachable: contributes to team morale, seeks feedback, and treats being challenged as a gift
We offer competitive compensation because we want to hire the best people and reward them for their contributions to our mission. We pay all employees competitively relative to the market. In compliance with pay transparency laws and in pursuit of pay equity and fairness, we publish salary ranges for our open roles, seen on this listing. On top of this, we offer equity, generous perks, and comprehensive benefits.
THIS ROLE IS BASED IN:
Remote or San Francisco Bay Area. Occasional travel for team onsites, trainings, etc. may be expected.
EQUAL EMPLOYMENT OPPORTUNITY STATEMENT
Nooks is an equal opportunity employer committed to fostering a diverse and inclusive workforce. We believe in providing equal employment opportunities to all individuals regardless of race, color, religion, gender, gender identity, sexual orientation, national origin, age, disability, veteran status, or any other characteristic protected by law.
Nooks does not discriminate in hiring, promotion, compensation, or any other employment practices, and we are committed to ensuring a workplace that is free from discrimination, harassment, and retaliation. We encourage individuals from all backgrounds to apply and join our team.
Listed by Nooks for a position based in the United States. Employers on this board attest they are hiring domestically.
AI Deployment Strategist
Nooks · United States
Pay
Not listed
Setting
Remote
ABOUT NOOKS.AI http://Nooks.ai:
Nooks is an applied AI lab building the Agent Workspace for GTM. We design AI agents that operate across the full sales action set, from account strategy to prospect research and outreach. Building 0→1 has never been easier, but selling at the speed of the market remains the last frontier for AI. Our mission is to 10x every seller by automating the busywork so they can focus on what humans do best: closing deals.
Today, over 1,500 customers run on Nooks, including Notion, HubSpot, Cursor, and Rippling. We’ve raised $70M+ from top VCs like Kleiner Perkins, which made its first sales-tech investment in over a decade with us. Since then, we’ve tripled ARR each year for 3 years running and grown a high-caliber team turning the art of sales into a scalable science.
THE ROLE
Do you enjoy leading discovery sessions with Rev Ops leaders in the morning, followed by hands-on product configuration in the afternoon? Do you thrive on working with a rapidly changing, innovative AI product? Does your passion for helping others shine through when you’re working with customers?
If so, come help build our growing implementation function for Nooks AI products and help transform how GTM teams work! Our AI Deployment Strategists lead post-sale engagements and may assist with presales trials. This role requires a broad set of skills and a passion for leading implementations, hands-on setup, troubleshooting, enablement, and more! Join our foundational team! Come and make your mark!
RESPONSIBILITIES
- Lead customer deployments, from kickoff to launch:
- Manage multiple stakeholders from Rev Operations, Sales, and Marketing, providing a positive experience and ensuring their goals are met
- Develop and manage a project plan that delivers quick time to value and on-time delivery
- Conduct discovery sessions to understand customer goals, success metrics, GTM initiatives, workflow, and prospect lead requirements that drive setup decisions
- Guide customers through configuration and testing based on their requirements and Nooks best practices
- Collaborate with Engineering on migration and cutover when launching Nooks
- Coordinate technical integrations with Salesforce and other sales tools
- Set up and configure AI-powered signals, workflows, and email templates
- Proactively identify implementation barriers and collaborate with the internal & external teams to address them
- Guide customers through user adoption activities, including launch communications, and deliver end-user training
- Collaborate with the Customer Success Manager in sharing results, insights, and recommendations during check-in and QBR meetings
- Collaborate with the Customer Success Manager in post-implementation services, as required
- Collaborate with internal teams to continuously improve the product, implementation process, and customer experience across all touchpoints
- Help build our pre and post-sale implementation practice by developing processes, best practices guides, documentation, and internal enablement
REQUIREMENTS
- 2+ years of enterprise SaaS implementation and onboarding experience with Fortune 500 customers
- Domain expertise in Revenue or Sales Operations with a deep understanding of sales prospecting tools and workflows.
- Experience with the sales tech stack (workflow and integrations), including Salesforce, HubSpot, Outreach, and Salesloft.
- Outstanding customer management skills (discovery, advisory, project management, and stakeholder management)
- Experience managing multiple customer engagements simultaneously and ensuring a successful and timely completion
- Excellent written and verbal communication skills, with the ability to simplify complex technical concepts for non-technical audiences
- Proven success at an early-stage company, demonstrating adaptability and the ability to thrive in a fast-paced, ambiguous environment
- Highly collaborative and proactive problem-solver with excellent organizational skills
NICE TO HAVE
- Experience with AI prompting and building workflows
- 1-2 years of B2B SaaS presales/solutions engineer experience
We offer competitive compensation because we want to hire the best people and reward them for their contributions to our mission. We pay all employees competitively relative to the market. On top of this, we offer equity, generous perks, and comprehensive benefits.
EQUAL EMPLOYMENT OPPORTUNITY STATEMENT
Nooks is an equal opportunity employer committed to fostering a diverse and inclusive workforce. We believe in providing equal employment opportunities to all individuals regardless of race, color, religion, gender, gender identity, sexual orientation, national origin, age, disability, veteran status, or any other characteristic protected by law.
Nooks does not discriminate in hiring, promotion, compensation, or any other employment practices, and we are committed to ensuring a workplace that is free from discrimination, harassment, and retaliation. We encourage individuals from all backgrounds to apply and join our team.
Listed by Nooks for a position based in the United States. Employers on this board attest they are hiring domestically.
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