Regional Sales Manager, Federal

Description   Zafran is on a mission to stop the exploitation of vulnerabilities everywhere. We’re rethinking how security teams prioritize risk, and we’re building something no one else has: a new operating model that defuses the threats that matter most—fast. We're looking for an experienced and driven Regional Sales Manager, Federal to spearhead Zafran's first push into the Federal market. This is a true 0-to-1 role: you'll help shape our Federal go-to-market strategy, build the pipeline, and stand up the partner ecosystem that will define our success in this space. You'll be on the front lines of one of cybersecurity's most transformative companies, backed by the most successful venture firms in cyber, partnering with some of the most advanced and security-conscious agencies in the world. If you love the thrill of building something from the ground up and landing high-impact deals, keep reading.   About Zafran  Our Mission: To stop the exploitation of vulnerabilities, everywhere.   What makes us different: In a world where AI-enabled attackers weaponize vulnerabilities within minutes, the old scan-and-patch-everything model no longer holds. Zafran's Exposure Graph continuously maps every vulnerability across your hybrid environment, chains exploitability through real attack paths and proves 90% of "critical" vulnerabilities can't actually reach you. It then neutralizes the real 10% using your compensating controls and safely remediates only where it matters.   Who’s behind us: Zafran is backed by Menlo Ventures, Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We’re one of the fastest-growing companies in the industry, scaling to meet demand from the world’s most advanced, security-obsessed organizations.   We’re serious about our mission- so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way!   What you will do   - 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   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 At Zafran, people matter! We provide a robust benefits program that includes flexible PTO, health insurance plans (medical, dental, vision), a monthly stipend for phone and internet, 401k, flexible spending account, and a home office stipend when joining!   At Zafran, we’re proud to be an equal opportunity employer. We believe the best teams are built by people who think differently, come from all kinds of backgrounds, and aren’t afraid to challenge the status quo. We welcome everyone across race, religion, gender, gender identity or expression, sexual orientation, age, disability, national origin, and veteran status, because what matters most is what you bring to the table.   If you’re curious, fun, and someone who gets things done, we’d love to meet you