ZENTARA is Indonesia's pioneering technology startup, revolutionizing Cybersecurity, Intelligence, and Defence through advanced AI and machine learning. Our four divisions—Cybersecurity, Intelligence, Defence, and Research Labs—collaborate to build secure, intelligent systems that protect critical infrastructure, empower data-driven decisions, and advance autonomous defence capabilities. From real-time threat detection to experimental AI research, we're shaping the future of security and intelligence in Asia-Pacific and beyond.
At Zentara, public sector sales isn't about chasing tenders — it's about earning trust with ministries, agencies, and SOEs that protect Indonesia's critical infrastructure and digital sovereignty.
- As Senior Government Account Executive, you will own Zentara's direct sales motion to Indonesian government
- ministries, agencies, regional governments, and state-owned enterprises (BUMN). 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 a sales professional with an active network across Indonesia's public sector and a proven 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 be building this motion in isolation. You will be supported by the Solution Architect, Head of RevOps, and C-level leadership — but you will own the quota, the relationships, and the deals.
- Key Responsibilities
- Government Pipeline & Account Development
Own and grow Zentara's direct government pipeline across priority ministries (Kominfo, Kemhan, BSSN, BIN, Bappenas, OJK, BI), agencies, and SOEs.
- Map decision-makers, budget holders, technical evaluators, and procurement teams within each target account.
- Engage proactively with stakeholders ahead of tender publications to influence specifications and shortlists.
- Tender Management & LKPP / E-Katalog
- Identify, qualify, and pursue tenders published via LKPP, e-katalog, and direct ministry channels.
- Coordinate with the Solution Architect and proposal team to deliver compliant, technically strong, and commercially competitive bids.
- Manage the full tender lifecycle: pre-qualification, document submission, technical clarification, presentation, contract award.
- Deal Execution & Closing
- Lead complex multi-stakeholder government deals from initial engagement through contract signing.
- Structure proposals aligned with public sector procurement frameworks and compliance requirements (BSSN, PDP Law, OJK).
- Coordinate due diligence, vendor registration (e-katalog), and post-award procurement steps.
- Strategic Relationship Management
- Build long-term, trust-based relationships with senior government stakeholders.
- Represent Zentara at government forums, ministerial events, public sector conferences, and SOE roundtables.
- Position Zentara as a strategic partner — not a transactional vendor — across multi-year engagements.
- Account Expansion & Cross-Sell
Identify expansion opportunities across cybersecurity services (Managed SOC, VAPT, incident response) and intelligence software within existing government accounts.
- Develop strategic account plans for top 10 government accounts.
- Forecasting & Reporting
- Maintain accurate pipeline records and forecast government revenue monthly and quarterly.
Provide structured insights on public sector trends, budget cycles, and regulatory developments to the Chief of Business Development and CEO.
Qualifications
Must-Haves
7+ years of B2B enterprise sales experience, with 4+ years selling directly to Indonesian government ministries, agencies, or state-owned enterprises (BUMN).
- Demonstrated track record of closing government tenders via LKPP, e-katalog, and direct ministry procurement.
- Active and verifiable network across Indonesian public sector decision-makers, procurement officers, and technical evaluators.
- Deep understanding of Indonesian government procurement processes, compliance frameworks, and budget cycles.
- Proven ability to close complex deals of IDR 5B+ involving multiple stakeholders.
- Fluent in English and Bahasa Indonesia, with executive-grade written and verbal communication.
- Preferred
- Cybersecurity, intelligence, or defense technology sales background.
- Familiarity with BSSN, Kominfo, Kemhan, OJK, BI, and other regulator-driven procurement processes.
- Existing vendor registration and e-katalog vendor status (or prior experience securing them).
- Familiarity with ISO 27001, NIST, Zero Trust, and Indonesian PDP Law.
- Prior experience leading government bid teams at a Tier 1 cybersecurity or technology vendor.
- What You'll Get
- Senior individual contributor ownership of Zentara's government sales motion.
- Competitive base salary + aggressive commissions on tender wins + THR + BPJS + performance bonuses.
- Direct reporting line to the Chief of Business Development.
- Strong technical and pre-sales support from the Solution Architect and proposal team.
The chance to shape Zentara's public sector strategy in one of Indonesia's most strategically important markets — cybersecurity and intelligence.
A performance-driven, execution-first culture