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Senior Vice President, Federal Sales
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WHO WE ARE
Zeta Global (NYSE: ZETA) is the AI-Powered Marketing Cloud that leverages advanced artificial intelligence (AI) and trillions of consumer signals to make it easier for marketers to acquire, grow, and retain customers more efficiently. Through the Zeta Marketing Platform (ZMP), our vision is to make sophisticated marketing simple by unifying identity, intelligence, and omnichannel activation into a single platform – powered by one of the industry’s largest proprietary databases and AI.
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 www.zetaglobal.com.
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 18–24 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 (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
Key Responsibilities
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Engage VP and Executive Level contacts within target accounts who fit the Ideal Customer Profile.
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10–15 years of enterprise SaaS, martech, adtech, or data/analytics sales, with 5+ years focused on federal/DoD
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Proven track record closing $2M–$15M+ ARR deals into federal civilian agencies and/or DoD, including multi-year expansions
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Hands-on experience winning and scaling BPAs, GWACs, or agency-specific IDIQs (GSA, NASA SEWP, NIH CIO-CS, Army RS3, etc.)
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Established relationships with key buying offices strongly preferred
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Army Marketing & Research Group / Army Recruiting Command
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Navy Recruiting Command
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Air Force A1 / Recruiting Service
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CMS Office of Communications
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VA Office of Information & Technology or VHA
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National Park Service or state tourism/economic development offices
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Ability to strategically plan territory and account execution playbook
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Experience collaborating across a broad supporting ecosystem
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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.
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Generate business opportunities through professional, dedicated research, prospecting and cold calling using strategic methods to build meaningful and relevant dialogue with prospects.
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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.
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Collaborate across subject matter experts to define and build value during the discovery and validation process with prospective clients.
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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
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Develop and maintain a pipeline of viable opportunities sufficient to exceed quota, and keep abreast of prospects in your geographical territory
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Maintain accurate forecasts and up-to-date pipeline information
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Drive all aspects of the sales cycle including, proposals, scoping, pricing, and contract negotiations
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Collaborate with the Account Management team to ensure 100% customer satisfaction and retention
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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 $200,000.00 - $400,000.00, 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 individual’s 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.
We’re 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: https://zetaglobal.com/blog/a-look-into-zetas-ergs/
ZETA IN THE NEWS!
https://zetaglobal.com/press/?cat=press-releases
#LI-MC1
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Senior Mission Manager - Clearance Required
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Vannevar is a defense technology company building AI to deter our adversaries. In the 21st century, conflict moves at algorithmic speed and foresight equals firepower. Our agentic AI is purpose-built to compete with China—from cross-Strait conflict to gray zone coercion. Trained on the most mission-relevant datasets in defense, our technology models adversary behavior, simulates campaigns, and recommends the best course of action to decision makers. Our AI systems are some of the most trusted in the industry and actively used on the front lines of the Indo-Pacific to keep the peace and save lives.
Exceptional technology starts with exceptional people. Vannevar is a small agile team combining world-class engineers with veteran strategists who bring deep expertise in defense and tradecraft. We’re building a company defined by mission impact, user empathy, and disciplined growth. In just three years, we grew from $3M to $80M in ARR, achieved early profitability, and reached unicorn status—proving that disruption doesn’t require an ego, and staying power doesn’t mean standing still.
About the role
As a Senior Mission Manager, you will serve as a senior mission-facing leader responsible for driving program-based adoption of Vannevar Labs’ technology within government program offices. You will work closely with PEOs, PMWs, and program managers to shape pilots, scope capabilities, and convert demonstrated mission value into funded programs. This is a highly autonomous role that requires deep mission credibility, strong technical intuition, and the ability to operate effectively in ambiguous, early-stage program environments.
U.S. Persons status with at least a current Top Secret US DoD or IC clearance is required. This position is required to be based in DC, North Carolina, or Tampa.
What you’ll do
- Lead engagements with program offices (PEOs, PMWs, PMOs, and equivalent organizations) to identify mission problems that Vannevar Labs’ technology can solve.
- Translate program needs into technical narratives, clearly explaining how our software and agent-based capabilities map to requirements, constraints, and outcomes.
- Scope and shape program-based pilots, defining objectives, success criteria, timelines, and pathways to scale.
- Pitch the technology with credibility, leveraging your mission and domain background to build trust with program managers and technical authorities.
- Navigate programmatic realities, including requirements development, budgeting cycles, contracting pathways, and stakeholder coordination.
- Partner closely with product managers and engineers to ensure mission context is accurately reflected in technical scope, tradeoffs, and delivery plans.
- Convert successful pilots into sustained programs, helping program offices justify follow-on funding and broader adoption.
- Represent Vannevar Labs within the program ecosystem as a mission-credible, technically fluent partner.
What we’re looking for
- 15–20+ years of experience in government or defense missions, typically as a retired O5/O6 or senior enlisted or civilian equivalent
- Deep expertise in a specific mission or technical domain (e.g., cyber, information warfare, ISR, networks, operational intelligence, warfare systems/command and control).
- Strong ability to scope, pitch, and sell technical solutions to senior government stakeholders — not just explain missions, but connect them to software capabilities.
- Proven experience navigating programmatic realities, including budgets, requirements, authorities, timelines, and stakeholder dynamics.
- Sufficient technical fluency to:
- Understand modern software systems and agent-based approaches
- Partner effectively with product and engineering teams
- Translate complex concepts into clear, mission-relevant narratives
- Demonstrated scrappiness and bias toward action — comfortable operating in ambiguity and pushing programs forward without perfect structure.
- High enthusiasm for building something new and shaping how cutting-edge technology is adopted inside government.
- Bonus of having acquisition, resource sponsor, or program manager experience.
What we value
- Mission-first mindset with a focus on real operational outcomes.
- Technical credibility paired with humility — able to learn quickly and ask the right questions.
- Clarity and precision in communication, especially with senior leaders.
- Ownership mentality — taking responsibility for moving programs from idea to execution.
- Low ego, high trust, and comfort collaborating across product, engineering, and mission teams.
What we offer
Competitive Salary
The salary range for this position is $180,000 - $220,000 + equity. Within the range, individual pay is determined by experience, relevant education, and/or training.
Comprehensive Benefits
- Health, dental, and vision insurance
- Remote friendly with WeWork access
- Unlimited PTO, shared downtime during the federal holiday calendar, and company-wide off time at the end of each year
- 401(k) match
- Lifestyle & wellbeing stipends
- Salary top-up during military reserve duty
- Fully paid parental leave
- Child and pet care reimbursement during travel
We are committed to protecting the privacy of all applicants. Official emails from the company will come from an @vannevarlabs.com domain. Under no circumstances will a legitimate representative from our company contact you to request passwords, financial information, or other sensitive personal data. Please be vigilant of potential scams.
Ready to apply?
Apply to Vannevar
Mission Lead - SOF - Clearance Required
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Vannevar is a defense technology company building AI to deter our adversaries. In the 21st century, conflict moves at algorithmic speed and foresight equals firepower. Our agentic AI is purpose-built to compete with China—from cross-Strait conflict to gray zone coercion. Trained on the most mission-relevant datasets in defense, our technology models adversary behavior, simulates campaigns, and recommends the best course of action to decision makers. Our AI systems are some of the most trusted in the industry and actively used on the front lines of the Indo-Pacific to keep the peace and save lives.
Exceptional technology starts with exceptional people. Vannevar is a small agile team combining world-class engineers with veteran strategists who bring deep expertise in defense and tradecraft. We’re building a company defined by mission impact, user empathy, and disciplined growth. In just three years, we grew from $3M to $80M in ARR, achieved early profitability, and reached unicorn status—proving that disruption doesn’t require an ego, and staying power doesn’t mean standing still.
About the role
Mission Leads are customer-facing owners of mission outcomes. You will lead engagements with government stakeholders to identify high-value mission problems, shape pilots and deployments, and turn demonstrated mission value into durable, funded programs.
This role blends mission credibility with strong execution and technical intuition. You will operate with high autonomy in ambiguous environments, translate mission needs into clear technical narratives, and coordinate across functional teams (Product, Engineering, Mission, Security, and Operations) to deliver and scale.
This is a customer-facing role required to be based on the East Coast (preferably Washington D.C.). Candidates should have experience in the SOF community or PSYOPs/IO community, and work will require time in secure or classified environments and frequent travel.
U.S. Persons status with at least a current Top Secret US DoD or IC clearance is required. This is a customer-facing role required to be based on the East Coast. Work will require time in secure or classified environments and periodic travel.
What you'll do
- Lead mission engagements. Build trusted relationships with operational, technical, and leadership stakeholders to understand mission needs, constraints, and success criteria.
- Translate mission problems into plans. Turn mission needs into clear problem statements, requirements, milestones, and measurable outcomes.
- Shape pilots and pathways to scale. Define objectives, timelines, and adoption plans that convert early wins into sustained programs.
- Communicate the “why” and the “how.” Create crisp technical narratives that map our agent-based capabilities to mission requirements and operational constraints.
- Run the operating cadence. Lead weekly customer syncs, internal standups, executive updates/QBRs, action-item tracking, and risk reviews, as applicable.
- Coordinate cross-functional delivery. Partner closely with Product and Engineering to ensure mission context is reflected in scope, tradeoffs, and delivery plans.
- Navigate program realities. Help stakeholders work through requirements development, budgeting cycles, contracting pathways, and coordination across organizations.
- Enable adoption. Coordinate onboarding, training, and customer success so the customer can use and sustain the capability.
- Maintain durable account knowledge. Keep high-signal documentation in Notion: stakeholders, org charts, use cases, timelines, deliverables, decisions, and lessons learned.
- Support expansion. Identify adjacent use cases and partner with Account teams where applicable.
What we're looking for
- 6+ years owning outcomes in complex customer environments (preferably in the SOF or PSYOPs/IO community)
- Demonstrated ability to lead cross-functionally without consistent guidance
- Strong written and verbal communication; able to synthesize ambiguity into clear plans and execution
- Ability to scope and articulate a solution credibly: connect mission problems to software capabilities and measurable outcomes
- Sufficient technical fluency to partner effectively with Product and Engineering and translate complex concepts into mission-relevant narratives
- Strong operational skills: planning, prioritization, stakeholder management, and follow-through
Nice to have
- Experience with deployments or fielding in secure/regulated environments (e.g., ATO/IL environments, classified workflows, compliance constraints)
- Experience navigating within programs (requirements, budgets, authorities, timelines, contracting pathways)
- Deep expertise in a specific mission or technical domain (e.g., cyber, information warfare, ISR, networks, operations, warfare systems/command and control)
- Experience running executive-level customer updates (QBRs, steering committees)
The salary range for this position is $150,000-$170,000 + equity + 401K match. Within the range, individual pay is determined by experience, relevant education, and/or training.
- Health, dental, and vision insurance
- 100% remote first culture. You can work from anywhere in the US and all full time employees have WeWork access
- Unlimited PTO including competitive vacation and holiday schedules
- Lifestyle stipends - Monthly mental health, wellness & fitness stipend, in-home office setup stipend and family planning assistance
- Salary top-up during military reserve duty
- Fully paid parental leave
- Child and pet care reimbursement during travel
We are committed to protecting the privacy of all applicants. Official emails from the company will come from an @vannevarlabs.com domain. Under no circumstances will a legitimate representative from our company contact you to request passwords, financial information, or other sensitive personal data. Please be vigilant of potential scams.
Ready to apply?
Apply to Vannevar