Commercial
Government Account Executive
Own our direct motion into Indonesian ministries, agencies and BUMN. Public sector work here is not tender-chasing — it is earning trust with the institutions that hold the country's critical infrastructure.
The role
You will own Zentara's direct sales motion to Indonesian government — ministries, agencies, regional governments and state-owned enterprises. Reporting to the Chief of Business Development, you will close cybersecurity and intelligence software deals through LKPP, e-katalog and direct tender processes.
This is a senior individual contributor role for someone with an active network across Indonesia's public sector and a track record of closing tenders in regulated environments. You will be the face of Zentara to ministerial decision-makers, procurement teams and technical evaluators.
You will not build this motion in isolation. The Solution Architect, Head of RevOps and C-level leadership are behind you — but you own the quota, the relationships and the deals.
What you will do
- Own and grow the direct government pipeline across priority ministries, agencies and SOEs
- Map decision-makers, budget holders, technical evaluators and procurement teams within each target account
- Engage stakeholders ahead of tender publication to influence specifications and shortlists
- Identify, qualify and pursue tenders via LKPP, e-katalog and direct ministry channels
- Manage the full tender lifecycle: pre-qualification, submission, technical clarification, presentation, award
- Structure proposals aligned to public sector procurement frameworks and compliance requirements
- Build long-term relationships with senior government stakeholders and represent Zentara at public sector forums
- Identify expansion across Managed SOC, VAPT, incident response and intelligence software within existing accounts
- Maintain accurate pipeline records and forecast government revenue monthly and quarterly
What you bring
- 7+ years B2B enterprise sales, with 4+ selling directly to Indonesian ministries, agencies or BUMN
- Demonstrated track record closing government tenders via LKPP, e-katalog and direct ministry procurement
- Active, verifiable network across Indonesian public sector decision-makers and procurement officers
- Deep understanding of Indonesian government procurement, compliance frameworks and budget cycles
- Proven ability to close complex multi-stakeholder deals of IDR 5B+
- Fluent English and Bahasa Indonesia, with executive-grade written and verbal communication
Preferred
- Cybersecurity, intelligence or defence technology sales background
- Familiarity with BSSN, Kominfo, Kemhan, OJK and BI procurement processes
- Existing e-katalog vendor registration, or experience securing it
- Familiarity with ISO 27001, NIST, Zero Trust and Indonesian PDP Law
- Prior experience leading government bid teams at a Tier 1 vendor
What we offer
- Senior individual contributor ownership of the government sales motion
- Competitive base, commissions on tender wins, THR, BPJS and performance bonuses
- Direct reporting line to the Chief of Business Development
- Technical and pre-sales support from the Solution Architect and proposal team
Exceptional, and know it?
We would rather have one exceptional person at top pay than two average ones. Make the case.