Senior Vice President, Federal Sales

WHO WE ARE

Our enterprise customers across multiple verticals are empowered to personalize experiences with consumers at an individual level across every channel delivering better results for marketing programs. Zeta was founded in 2007 by David A. Steinberg and John Sculley and is headquartered in New York City with offices around the world. To learn more go to .

THE ROLE

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 1824 months landing multiple high-impact BPAs on our forthcoming GSA Schedule and rapidly scaling a dedicated public-sector sales organization.

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 (FY26FY27) owning pipeline from lead gen to close
• Lead the pursuit of 35 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/ 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 (13 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

Key Responsibilities

• Engage VP and Executive Level contacts within target accounts who fit the Ideal Customer Profile.
• 1015 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
• 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.
• 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

BENEFITS & PERKS

• Unlimited PTO
• Excellent medical dental and vision coverage
• Employee Equity and Stock Purchase Plan
• Employee Discounts Virtual Wellness Classes and Pet Insurance

And more!!

COMPENSATION RANGE

The compensation range for this role is $200000.00 - $400000.00 depending on location and experience.

PEOPLE & CULTURE AT ZETA

Zeta considers applicants for employment without regard to and does not discriminate on the basis of an individuals sex race color religion age disability status as a veteran or national or ethnic origin; nor does Zeta discriminate on the basis of sexual orientation gender identity or expression.

Were committed to building a workplace culture of trust and belonging so everyone feels invited to bring their whole selves to work. We provide a forum for employees to celebrate support and advocate for one another. Learn more about our commitment to diversity equity and inclusion here: IN THE NEWS!

Experience:

Senior Exec