• Proactively prospect into DISA, 4th Estate, Army and COCOM federal accounts to generate net-new pipeline and expand opportunities within existing customers. • Identify, qualify, and advance early- and mid-stage opportunities using a value-driven, consumption-oriented sales approach. • Partner closely with Enterprise Account Executives to support complex sales cycles by multi-threading accounts and engaging technical and mission stakeholders. • Develop a strong understanding of Confluent’s platform, use cases, and competitive landscape to effectively position value in initial customer conversations. • Engage technical buyers, program managers, and mission owners to uncover data challenges related to real-time processing, hybrid environments, and modernization initiatives. • Support account strategy development by mapping stakeholders, tracking initiatives, and maintaining accurate pipeline data in Salesforce. • Collaborate with Solutions Engineering to coordinate technical discovery, demos, and proof-of-value motions for qualified opportunities. • Work with partner ecosystem teams to identify co-sell opportunities and accelerate pipeline creation. • Maintain disciplined forecasting and pipeline hygiene to ensure smooth handoff to AEs and predictable revenue outcomes.