Regional Sales Manager – Federal

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead Zafran's inaugural entry into the Federal market, taking charge of the strategy and implementation to create a valuable pipeline across Federal agencies and prime contractors.

• Collaborate across departments with Product, Product Marketing, and Security to prepare our product, messaging, and positioning for success in the Federal market.

• Recruit, onboard, and empower Federal-specific channel and distribution partners.

• Manage FedRAMP initiatives, including participating in the decision-making process regarding the use of an accelerator versus developing solutions in-house.

• Develop strategic account plans, overseeing a consultative sales process from initial prospecting to final closing.

• Identify the key concerns of Federal security leaders and effectively demonstrate how Zafran enables them to respond more swiftly and mitigate risks.

• In collaboration with your Solutions Engineer, deliver engaging, outcome-oriented demonstrations and value narratives that resonate with agency CISOs, Threat & Vulnerability Leaders, and security teams.

• Work together with partners and internal Zafran teams to achieve joint successes and ensure customer satisfaction.

• Provide input to go-to-market feedback processes that enhance our sales strategies, messaging, and success in the Federal sector.

• Accurately project revenue and sustain a robust, predictable sales pipeline.

⛳️ Requirements

• Over 7 years of experience in Strategic Account or Federal sales.

• Direct experience selling to Federal civilian and/or DoD agencies, with a solid understanding of Federal procurement processes and contract vehicles (such as GSA Schedule, GWACs, IDIQs).

• Practical knowledge of FedRAMP and the considerations involved in choosing between accelerator programs and in-house authorization pathways.

• Established connections with Federal channel partners, systems integrators, and/or resellers, with experience in co-selling or supporting partner-led initiatives.

• Understanding of account planning principles and the ability to prioritize opportunities within a designated territory.

• Proficiency in navigating intricate sales processes involving multiple stakeholders, including procurement, security, and mission owners.

• Familiarity with MEDDICCC and/or Command of the Message (formal training is an advantage, but not mandatory).

• Foundational knowledge of value-based selling and business outcome positioning.

• Strong relationships with CISOs and security leaders within prominent Federal accounts.

• Proven track record of exceeding quotas and closing significant, high-impact deals.

• Extensive experience within the Cyber domain.

🏝️ Benefits

• Flexible PTO.

• Health insurance options (medical, dental, vision).

• Monthly stipend for phone and internet expenses.

• 401k plan.

• Flexible spending account.

• A home office stipend upon joining!