About The Position
This is a full SLED territory, state and local government, K-12, and higher education with a mix of established accounts and real white space to develop. State CISOs, county and municipal IT and security teams, university security operations, and public school districts are all in scope. The buyers are different from federal, the procurement vehicles are different, and the threat conversations are just as urgent. The motion is 50/50: half protecting and expanding existing ZeroFox ARR, half generating net new pipeline across accounts that are underpenetrated or haven't been approached. You'll need to know how to work a state contract vehicle and a cold outreach sequence in the same week. The right person is equally comfortable farming and hunting, and doesn't let either side of the book slip.
Requirements
- 5+ years of sales experience with a track record of closing new business and managing renewals in state, local, or education accounts
- Direct experience selling into SLED, state agencies, municipal governments, county offices, K-12 districts, or universities
- Fluency in SLED procurement: state contract vehicles (NASPO, OMNIA Partners, state-specific co-ops), budget cycles, and how purchasing decisions actually get made in government and education
- Experience selling cybersecurity solutions, threat intelligence, digital risk protection, endpoint security, or adjacent platforms
- Prior experience managing a book that requires both active pipeline generation and proactive renewal management
- Comfort operating in a fast-moving startup environment where you're expected to work independently and adapt quickly
- Strong forecasting and CRM discipline
Nice To Haves
- Existing relationships in the SLED market carry real weight
- Existing relationships with resellers, distributors, or systems integrators active in the SLED market
Responsibilities
- Protecting and expanding existing ZeroFox ARR
- Generating net new pipeline across accounts that are underpenetrated or haven't been approached
- Working a state contract vehicle and a cold outreach sequence
- Farming and hunting for new business
- Managing renewals
- Active pipeline generation
- Proactive renewal management
- Operating independently and adapting quickly in a fast-moving startup environment
- Maintaining accurate pipeline and defensible forecasts
- Consistently updating CRM
Benefits
- Comprehensive health, dental, and vision (Cigna)
- HSA with quarterly company contributions
- 401(k) with 3% match, 100% immediately vested — no cliff
- Company-paid short/long-term disability, life and AD&D insurance
- Employee Assistance Program (EAP) — confidential counseling, legal, and financial support
- Generous time off
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
