Regional Sales Manager, Federal

Zafran Security

About The Position

Zafran is looking for an experienced and driven Regional Sales Manager, Federal to spearhead the company's entry into the Federal market. This role involves shaping the Federal go-to-market strategy, building the sales pipeline, and establishing a partner ecosystem. The position is on the front lines of a cybersecurity company, partnering with advanced agencies and focusing on high-impact deals. Zafran's mission is to stop the exploitation of vulnerabilities, and their unique approach involves mapping vulnerabilities across hybrid environments, chaining exploitability through attack paths, and neutralizing real threats. The company is backed by prominent venture firms and is experiencing rapid growth.

Requirements

7+ years of experience in a Strategic Account or Federal sales motion
Direct experience selling into Federal civilian and/or DoD agencies, including familiarity with Federal procurement processes and contract vehicles (e.g., GSA Schedule, GWACs, IDIQs)
Working knowledge of FedRAMP and the trade-offs between accelerator programs and in-house authorization paths
Established relationships with Federal channel partners, systems integrators, and/or resellers, with experience co-selling or supporting partner-led motions
Understanding of account planning fundamentals and how to prioritize opportunities within a territory
Ability to navigate complex sales processes with multiple stakeholders, including procurement, security, and mission owners
Exposure to MEDDICCC and/or Command of the Message (formal training a plus, not required)
Foundational understanding of value-based selling and business outcome positioning
Strong relationships with CISOs and security leaders across key Federal accounts
Track record of quota overachievement and closing strategic, high-impact deals
Extensive experience in the Cyber domain

Responsibilities

Spearhead Zafran's first push into the Federal market, owning the strategy and execution to build a high-value pipeline across Federal agencies and prime contractors
Work cross-functionally with Product, Product Marketing, and Security to get our product, messaging, and positioning ready to win in the FED market
Recruit, onboard, and activate FED-specific channel and distribution partners
Program manage FedRAMP efforts, including participating in the decision on leveraging an accelerator vs. building in-house
Orchestrate strategic account plans, including running a consultative sales process from prospecting through close
Uncover what matters most to Federal security leaders and clearly show how Zafran helps them act faster and reduce risk
Partnering with your Solutions Engineer, deliver compelling, outcome-based demos and value stories that resonate with agency CISOs, Threat & Vulnerability Leaders, and security teams
Collaborate with partners and internal Zafran teams to drive joint wins and customer success
Contribute to go-to-market feedback loops that help us continually improve how we sell, message, and win in the Federal space
Accurately forecast revenue and maintain a healthy, predictable pipeline