Vice President, Federal Sales

Zeta Global•Washington, DC

51d•$200,000 - $400,000

About The Position

Zeta Global is expanding into the U.S. Federal, State, and Local Government markets with the full power of the Zeta Marketing Platform (ZMP) and Athena AI agent suite. As the Head of Federal, State, and Local Sales, you will lead this strategic growth initiative, driving new accounts in the first 18–24 months, landing multiple high-impact BPAs on our forthcoming GSA Schedule, and rapidly scaling a dedicated public-sector sales organization.

Requirements

10–15 years of enterprise SaaS, martech, adtech, or data/analytics sales, with 5+ years focused on federal/DoD
Proven track record closing $2M–$15M+ ARR deals into federal civilian agencies and/or DoD, including multi-year expansions
Hands-on experience winning and scaling BPAs, GWACs, or agency-specific IDIQs (GSA, NASA SEWP, NIH CIO-CS, Army RS3, etc.)
Established relationships with key buying offices strongly preferred Army Marketing & Research Group / Army Recruiting Command Navy Recruiting Command Air Force A1 / Recruiting Service CMS Office of Communications VA Office of Information & Technology or VHA National Park Service or state tourism/economic development offices
Ability to strategically plan territory and account execution playbook
Experience collaborating across a broad supporting ecosystem

Nice To Haves

Candidates having experience selling SaaS platforms to marketing and information technology teams within the following disciplines will have the leading edge during their interview process: Customer Data Platforms (CDP), Email Service Providers (ESP), BI & Analytics, Omni-Channel Orchestration, Web/Email Personalization, or platforms focused on improving the customer experience.

Responsibilities

You will leverage your acumen and experience to drive new pipeline, through both inbound leads and team prospecting – the launching point for the most exciting opportunities at ZETA.
Identify, build new relationships across all verticals
Drive $M+ in federal + state + local bookings (FY26–FY27), owning pipeline from lead gen to close
Lead the pursuit of 3–5 high-value Blanket Purchase Agreements (BPAs) under our soon-to-be-awarded GSA Schedule (target vehicles: Army Recruiting, CMS Digital Outreach, VA Digital Media, multi-agency citizen engagement BPAs, etc.)
Build and execute pipeline across repeatable horizontal use cases: Military & federal civilian recruiting (all six armed services + OPM, Peace Corps, USAID) Public health & benefits outreach (CMS/HealthCare.gov, Medicaid state agencies, VA, SSA) Citizen engagement, tourism, and economic development (National Park Service, state tourism boards, USDA, SBA)
Design a public-sector sales playbook and hire/mentor an expanded team (1–3 AEs/BDRs)
Align with executives to activate on thoughtful, bespoke growth strategies for prospect accounts
Collaborate with the supporting internal ecosystem to maximize the value of each interaction
Thoughtfully craft and activate territory and account plans in pursuit of company and personal revenue growth goals
Embody our corporate values and represent ZETA effectively in our market space
Engage VP and Executive Level contacts within target accounts who fit the Ideal Customer Profile.
Generate business opportunities through professional, dedicated research, prospecting and cold calling using strategic methods to build meaningful and relevant dialogue with prospects.
Through direct efforts and leveraging Zeta colleagues and executives - cultivate and expand engagement with, and access to, the prospects buying committee, including the mapping of prospect organizations.
Collaborate across subject matter experts to define and build value during the discovery and validation process with prospective clients.
Build Opportunity Briefs to internally communicate and prescribe integrated software and service solutions to meet the prospects' long-term needs as a strategic business partner
Develop and maintain a pipeline of viable opportunities sufficient to exceed quota, and keep abreast of prospects in your geographical territory
Maintain accurate forecasts and up-to-date pipeline information
Drive all aspects of the sales cycle including, proposals, scoping, pricing, and contract negotiations
Collaborate with the Account Management team to ensure 100% customer satisfaction and retention
Meet or exceed quarterly and annual revenue targets