About this role.
Zscaler is seeking an experienced Account Executive to sell cloud security solutions to Federal Government customers from a hybrid/remote role based in Canberra, Australia. The role owns government territory and account plans, executive stakeholder relationships, pipeline development, Salesforce hygiene, and value-based solution selling. The successful candidate will collaborate closely with solution engineers, partners, marketing, and internal cross-functional teams to resolve customer security challenges. Candidates need at least eight years of federal account-management experience, established customer relationships, and familiarity with AI/ML-enabled or AI-driven security solutions. This is a senior, outcomes-focused enterprise sales position in a high-growth cybersecurity environment.
Role DNA
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Job Complexity
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5/5Autonomy Level
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Core skills
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Sample interview questions
I would segment accounts by mission priority, security maturity, renewal and modernization triggers, existing technology environment, and relationship strength. I would map executive sponsors, technical influencers, procurement stakeholders, and partners, then create account-specific objectives, mutual action plans, and measurable pipeline milestones.
I would begin by validating the agency's mission, user-access, data-protection, and operational constraints rather than leading with product features. I would connect Zero Trust capabilities to reduced attack surface, secure access for distributed users, simplified operations, and measurable risk reduction, supported by a phased adoption plan that integrates with the existing environment.
I establish a shared account plan with clear roles, decision criteria, milestones, and communication cadence. I keep the customer-centered narrative consistent, use mutual action plans to maintain momentum, and surface risks early so the right technical, executive, or partner resources can be engaged.
I would quantify the customer's current operational burden and security exposure, then align the proposed solution to outcomes such as reduced incident risk, faster user access, tool consolidation, and lower administrative effort. I would validate assumptions with customer stakeholders and use those agreed metrics to build the business case and executive presentation.
I would use approved tools to prioritize accounts, identify engagement signals, prepare relevant research, and improve forecast quality while respecting customer confidentiality and applicable security requirements. AI insights would inform outreach and account strategy, but I would verify the information and rely on direct customer discovery for decisions.
Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange™️ platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 160+ public exchanges globally and thousands of private exchanges at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform.
We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler.
Account Executive: Federal Government
The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to drive a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world.
We’re looking for an experienced Account Executive to join our Federal Government Sales team. Reporting to the Managing Director, Public Sector, you will be responsible for:
- Understanding and resolving customer pain points using Zscaler’s unique value proposition
- Developing and executing detailed Government territory and account plans involving executive coverage, partner alignment, and marketing support
- Partnering with Solution Engineers and engaging cross-functional teams within the organisation to support customers
- Fostering long-term, high-trust relationships with executives and key customer stakeholders
- Building pipeline, presenting value propositions effectively, maintaining Salesforce records, and leveraging industry events to drive success
Who You Are (Success Profile)
- You act like an owner. Your passion for the mission fuels your bias for action, and you operate with integrity because you genuinely care about the outcome.
- You are a high-trust collaborator. You are ambitious for the team, not just yourself, knowing that candor delivered with clarity and respect is the truest form of teamwork.
- You are customer-obsessed. You build deep empathy for the customer and anchor your decisions in solving their real-world problems from start to finish.
- You are a positive force. You approach hard problems with constructive energy and a ‘can-do’ spirit that inspires your team to stay focused on the solution.
- You operate with urgency. You understand that in a high-growth environment, speed and quality are not mutually exclusive, maintaining a relentless focus on execution.
What We’re Looking for (Minimum Qualifications)
- Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain
- 8+ years of experience in Account Management working with Federal Government customers
- Strong understanding of how to work within, and achieve success in, large Federal Government accounts
- Established, high trust customer relationships
- Experience working in leading software companies or consulting organisations preferred
- You are a self starter who is able to bring disruptive technologies to the benefit of customers
What Will Make You Stand Out (Preferred Qualifications)
- Experience leveraging AI-powered sales intelligence platforms or positioning AI-driven security architectures to accelerate complex enterprise sales cycles
- You have a demonstrable track record of achievement in prior roles
- You have demonstrable experience selling to multiple levels with an organisation, including executive selling
- You have experience in solution selling, value based selling
#LI-Hybrid
#LI-NL1
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
- Various health plans
- Time off plans for vacation and sick time
- Parental leave options
- Retirement options
- Education reimbursement
- In-office perks, and more!
Learn more about Zscaler’s hybrid working model and benefits here.
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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