Strategic Account Director, Federal Government

The Role

As our Strategic Account Director – Australian Federal Government, you will partner with senior executive leadership across Commonwealth departments and agencies to unlock the potential of connected data and sovereign AI.

You will lead the engagement strategy across high-impact public sector initiatives—helping federal agencies harness the power of Neo4j technology to solve their most complex, data-centric operational challenges.

Key Mission Areas & Use Cases You Will Champion

This role is central to Neo4j’s growth strategy, building upon an established and rapidly growing footprint in the Australian Federal Government. You will work with agency leadership to deliver transformative graph solutions across key government priorities, including:

• Citizen 360: Enable a unified Citizen 360 view by connecting siloed data across departments, services, and systems to deliver proactive, personalised, and efficient service delivery.
• Sovereign AI & Context Layer: Ground generative AI and Large Language Models (LLMs) with graph-powered context (GraphRAG) to eliminate hallucinations, ensure auditable lineage, and enable explainable decision-support in mission-critical policy environments.
• Fraud Detection & Revenue Protection: Expose organized fraud syndicates, circular transactions, and synthetic identities across taxation, customs, welfare, and public grant programs.
• Health & Aged Care: Connect patient, provider, and clinical data across fragmented systems to improve care coordination, patient outcomes, population health insights, and data-driven decision-making.
• National Security & Intelligence: Deliver real-time entity resolution, pattern-of-life analysis, and link analysis across disparate datasets to counter organized crime, foreign interference, and illicit financial flows.
• Supply Chain Provenance & Defence Readiness: Map Tier-N vendor networks, assess Foreign Ownership, Control, or Influence (FOCI) risks, and manage complex defence assets and Bill of Materials (BOM) logistics.
• Cyber Threat Hunting & Zero Trust: Map multi-cloud attack paths, privilege escalation risks, and lateral movement vectors to protect critical national infrastructure.
• Beneficial Ownership & Compliance: Uncover opaque corporate ownership webs, shell company networks, and sanctions evasions (proven globally through investigations like the Panama Papers and FinCEN Files).

What You’ll Do

• Lead Commonwealth Account Strategies: Build and execute targeted account campaigns across priority Commonwealth portfolios, including Health and Aged Care, ATO, Services Australia, Home Affairs, NDIA, and Defence & National Security.
• Drive Complex Sales Cycles: Execute value-based, consultative sales strategies (MEDDPICC) engaging SES Band 1/2 leaders, Chief Information Officers, Chief Data Officers, and Chief AI Officers.
• Navigate Federal Procurement: Leverage Commonwealth panels and digital sourcing platforms (such as the DTA BuyICT Marketplace) alongside competitive tender responses (RFT/RFP) to secure high-value, multi-year software commitments.
• Land & Expand: Proactively prospect net-new agency logos while scaling existing production workloads across adjacent divisions, operational branches, and whole-of-government initiatives.
• Collaborate with Ecosystem Partners: Co-sell closely with sovereign cloud providers (AWS, Microsoft Azure, Google Cloud) and major Canberra-focused Defence/Federal Systems Integrators and advisory firms.
• Orchestrate High-Performance Squads: Mobilize internal Solutions Architecture, Pre-Sales, and Customer Success resources to deliver compelling Proofs of Value (POVs) aligned directly to agency mission outcomes.
• Maintain Pipeline Rigor: Maintain disciplined pipeline hygiene, deal qualification, and predictable forecasting in Salesforce.

What You’ll Bring

• 10+ years of enterprise software sales experience, with a documented track record of successfully selling complex data platforms, database technologies, advanced analytics, or cybersecurity solutions directly to the Australian Federal Government.
• Track Record of Overachievement: Demonstrated success consistently exceeding quota and closing enterprise software transactions ($1M+ ACV/TCV) within the Canberra public sector ecosystem.
• Public Sector Acumen: Thorough understanding of Commonwealth Procurement Rules (CPRs), federal funding mechanisms (e.g., New Policy Proposals / NPP cycles), and sovereign data standards.
• Mission Fluency: Ability to articulate technical concepts—such as Graph Databases, Vector Search, Knowledge Graphs, and GraphRAG—in the context of agency mission outcomes (integrity, compliance, operational readiness, national security).
• Methodology Mastery: Expertise using enterprise sales methodologies (e.g., MEDDPICC, Challenger) to navigate complex, consensus-driven federal buying groups.
• Canberra Network: Deep, pre-existing relationships with SES stakeholders, agency enterprise architects, and technical decision-makers across the Australian Public Service (APS).

Preferred Qualifications & Security Clearances

• Security Clearance: An active Australian Government security clearance (NV1 or NV2 strongly preferred; minimum Baseline) or eligibility and willingness to undergo the AGSVA vetting process (requires Australian citizenship).
• Direct background selling modern distributed database systems, NoSQL, data fabrics, or enterprise AI/ML solutions.
• Established channel and co-sell relationships across public cloud hyperscalers and Canberra Systems Integrators.