Account Executive

Headquarters: Remote - Canberra, Australia

About Zscaler
Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.
Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.
We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.

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
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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. …