Customer Success Manager III Federal

About the Role 
As a Federal Customer Success Manager at NinjaOne, you will play a pivotal role in driving long-term value and growth within federal government accounts - including civilian agencies, Department of Defense contractors, and Managed Service Providers (MSPs) serving .gov clients. You'll serve as the primary point of contact for these accounts, ensuring they fully realize the benefits of NinjaOne's IT management solutions while navigating the added complexity of federal compliance requirements, including FedRAMP authorization and CMMC 2.0. Your deep understanding of the unique challenges in the federal space - including government procurement processes, federal budget cycles, FedRAMP compliance, and the requirements of government contractors - will enable you to act as a strategic advisor. You'll drive platform adoption, identify expansion opportunities, and ensure federal accounts receive the dedicated, knowledgeable support their compliance obligations demand.

This role requires a strong background in federal or public sector account management, customer success, and an ability to navigate complex compliance and procurement environments. You will also serve as an internal subject matter expert, supporting the broader Customer Success team with FedRAMP-related questions and partner calls.

Location: Remote if in Virginia or hybrid in-office (Tampa, FL or Austin, TX) – 4 days per week (Mon, Tues, Thurs, & Fri)

What You'll Be doing

• Federal Account Growth & Retention: Manage a dedicated portfolio of MSP and internal IT accounts serving .gov agencies and government contractors, identifying opportunities to expand partnerships and support their evolving compliance and IT needs.
• Federal Advisory: Act as a trusted advisor to federal IT leaders and government contractors, helping them navigate FedRAMP authorization, CMMC 2.0 requirements, federal budget cycles, and procurement processes.
• Cross-Sell & Up-Sell Strategy: Identify opportunities to expand NinjaOne's presence within federal accounts by aligning our RMM, endpoint management, cybersecurity, and automation solutions with their strategic IT and compliance initiatives.
• Consultative Selling: Understand the specific challenges of federal IT environments, including FedRAMP compliance, legacy system modernization, and cybersecurity mandates, to position NinjaOne as the ideal solution.
• Relationship Management: Build strong, long-term partnerships with federal IT teams and procurement officials, ensuring they stay engaged and informed on best practices, new features, and compliance updates.
• Government Procurement & Contracts: Work closely with NinjaOne's legal, finance, and channel teams to navigate federal procurement processes, reseller and distributor agreements, and government buying vehicles.
• Forecasting & Reporting: Utilize Salesforce to track opportunities, forecast revenue, and manage customer engagement, ensuring alignment with federal budget cycles and government procurement timelines.
• Market Intelligence: Stay up to date on federal IT trends, government compliance mandates, and FedRAMP/CMMC developments to position NinjaOne as a strategic technology partner in the federal market.

About you

• Federal Experience: You have a proven track record of managing IT accounts or selling IT solutions to federal agencies, DoD contractors, or MSPs serving .gov clients, with a strong understanding of government procurement processes, federal budget cycles, and compliance requirements.
• Proven Account Growth Track Record: You have successfully expanded accounts in federal or government contractor markets, identified upsell/cross-sell opportunities, and helped organizations modernize their IT operations.
• Consultative Approach: You excel at understanding federal IT needs and aligning technology solutions to drive efficiency, security, and compliance - including navigating FedRAMP authorization and CMMC 2.0 requirements.
• Exceptional Communication & Relationship Management: You can engage effectively with federal IT leaders, government procurement officials, and contractor executives, translating complex compliance and IT challenges into business value discussions.
• Problem-Solver: You proactively address procurement challenges, compliance concerns, and modernization roadblocks, helping federal agencies and contractors stay on track with their IT and compliance goals.
• IT Industry Knowledge: Familiarity with federal IT frameworks, cybersecurity mandates (FedRAMP, CMMC 2.0, NIST 800-171), and government contracting identifiers (CAGE Code, SAM.gov UIN, ATO processes) is a strong plus.
• Bachelor's Degree (Preferred): Or equivalent experience in IT, Public Administration, Business, or a related field.
• Proficiency in Salesforce & CRM Best Practices.
• If you're passionate about helping federal agencies and government contractors modernize their IT infrastructure, maintain compliance, and enhance service delivery, we'd love to hear from you!

About us

NinjaOne unifies IT to simplify work for nearly 40,000 customers in 140+ countries. ​The NinjaOne Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency, increase resilience, and reduce spend. By automating IT and managing all endpoints, organizations give employees a great technology experience at work. ​NinjaOne is obsessed with customer success and has retained a 98% customer satisfaction score for more than 5 years.

What You’ll Love  

We are a collaborative, kind, and curious community.

We honor your flexibility needs with full-time work that is hybrid remote.

We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.

We help you prepare for your financial future with our 401(k) plan.

We prioritize your work-life balance with our unlimited PTO.

We reward your work with opportunities for growth and advancement.

Additional Information
This position is NOT eligible for Visa sponsorship.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment.

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