External Post

Menlo Security

4d • $102,400 - $153,600 • Hybrid

About The Position

As a Federal Senior Customer Success Manager at Menlo Security, you will be a strategic partner to our U.S. Federal Government customers, ensuring they derive maximum mission value from their investment in Menlo Security's solutions. You will be responsible for building strong, lasting relationships with key agency stakeholders, driving product adoption to support federal mandates, and contributing to high customer satisfaction and mission readiness.

This role requires a dedicated professional located in the National Capital Region (NCR) to facilitate direct engagement with federal clients. It demands a blend of strong relationship management skills, technical acumen, and a proactive approach to government program success.

Requirements

• United States Citizenship is strictly required. Must possess an Active Secret Security Clearance (minimum) to be considered.
• 5+ years of progressive experience in Customer Success, Account Management, or a similar client-facing role, specifically supporting Federal Government, DoD, or Intelligence Community (IC) customers.
• Strong understanding of federal cybersecurity concepts, mandates, and technologies (e.g., Cloud Security, Zero Trust, NIST standards).
• Exceptional communication (written and verbal) and interpersonal skills, with the ability to build rapport and influence government stakeholders at all levels.
• Demonstrated ability to strategically engage with C-level executives and government decision-makers.
• Highly organized with strong project management skills and the ability to manage competing priorities in a dynamic government environment.
• Bachelor's degree in a relevant field (e.g., Computer Science, Business, Cybersecurity) or equivalent practical experience.

Nice To Haves

• Experience navigating federal acquisition and renewal processes.
• Familiarity with cloud platforms (AWS, GCP, Azure) within a GovCloud context.
• Experience in a fast-paced, high-growth startup environment servicing the public sector.

Responsibilities

• Serve as the primary point of contact and trusted advisor for a portfolio of key Federal accounts, engaging with agency leadership and technical stakeholders (e.g., CISOs, Security Architects, Program Managers).
• Develop and maintain strong relationships with government stakeholders, aligning Menlo’s capabilities with agency mission objectives.
• Conduct regular business reviews (e.g., Quarterly Business Reviews) to demonstrate value, review program progress, and align on future strategic security initiatives.
• Ensure agencies continuously realize tangible value from their Menlo Security solutions, promoting optimal utilization and compliance with federal security standards.
• Work with government clients to define clear success criteria and track progress against agreed-upon mission metrics.
• Proactively identify opportunities for increased product adoption, educating customers on new features and best practices for securing federal networks.
• Drive contract renewals and identify opportunities to expand mission capabilities (upsell/cross-sell) within your assigned agencies.
• Manage the renewal pipeline and provide accurate forecasts for government fiscal cycles.
• Collaborate with the Federal Sales team to facilitate seamless transitions from pre-sales to post-sales.
• Cultivate government advocates who can serve as references and provide testimonials on mission success.
• Act as the "voice of the federal customer" internally, relaying feedback to Product, Engineering, and Support teams to influence roadmaps regarding FedRAMP, compliance, and government-specific features.
• Maintain a high level of technical understanding of Menlo Security's products and the broader federal cybersecurity landscape (e.g., Zero Trust, TIC 3.0, Secure Web Gateways, CASB, SASE).
• Discuss and understand system integrations (SSO, Azure AD, Cloud API) and assist customers with technical queries.
• Location: Must reside in the Washington, D.C. / Northern Virginia area.
• Travel: Be comfortable with traveling to meet with customers onsite at federal facilities (e.g., DC, Northern Virginia, Maryland) up to 20% of the time, or as mission needs dictate.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 11-50 employees