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
- Engage VP and Executive Level contacts within target accounts who fit the Ideal Customer Profile.
- 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
- 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 $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
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Skills Required
- 10-15 years of enterprise SaaS, martech, adtech, or data/analytics sales experience
- 5+ years focused on federal/DoD sales
- Proven track record closing $2M-$15M+ ARR deals into federal civilian agencies and/or DoD
- Hands-on experience winning and scaling BPAs, GWACs, or agency-specific IDIQs
- Established relationships with key buying offices
What the Team is Saying
What We Do
Zeta Global (NYSE: ZETA) is the AI 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.
Why Work With Us
At Zeta, people have the freedom to think creatively, take initiative, and grow. We value curiosity, innovation, and teamwork, empowering everyone to use AI and technology in smarter ways to drive impact for clients, consumers, and each other while shaping the future together.
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Zeta Global Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
