Sales Director: Government

ZeroTier • Portland, OR

6d • Hybrid

About The Position

ZeroTier is seeking a dynamic, high-performing Sales Director: Government to drive new customer acquisition and account expansion across government and government-leaning targets in the United States and internationally. This mid-career to senior role is suited to a seller with a record of acquiring new customers, meeting quota, and succeeding with outbound prospecting in competitive markets. The role is hybrid (remote/on-site) and may be based anywhere in the continental United States, with preference for candidates on the East Coast or in the Dallas-Fort Worth Metroplex. Qualified candidates are encouraged to apply regardless of location.

The Sales Director will develop and manage pipeline, build senior relationships with government customers and partners, and collaborate with Sales and Marketing on account acquisition and growth strategies. The role also contributes market, competitor, and customer insights to ZeroTier’s positioning, pricing, packaging, and product roadmap, and represents the company at relevant industry and agency events. Travel may be required based on territory, both domestically and internationally.

Requirements

• At least 5 years of successful sales experience in SaaS software and/or networking platforms, focused on enterprise sales and with meaningful public-sector engagement.
• Strong familiarity with public-sector acquisition pathways, including relevant contract vehicles (such as GWACs, IDIQs, BPAs, and SLED equivalents), pricing, terms, and negotiation through close.
• Proven ability to source, track, and advance opportunities through federal procurement vehicles and portals, such as GSA MAS, NASA SEWP, CIO-SP4, Alliant, and DoD eMall, working with agencies and channel partners.
• Experience building and executing co-sell motions with systems integrators, resellers, distributors, MSPs, and other ecosystem partners.
• Experience in a startup or similar sales environment, including creating, progressing, and maintaining a strong pipeline (4x quota).
• Analytical, data-driven approach to sales.
• Proficiency with HubSpot, SDFC, Zoom, Slack, Google Suite, and other collaboration and lead-generation applications.
• Technical product and ecosystem knowledge of networking (VPNs/SD-WAN) and cybersecurity technologies.
• Excellent written and verbal cross-functional communication skills.
• Ability to perform basic technical demonstrations and answer high-level product and feature questions.
• Passionate, energetic, optimistic, and results-driven approach, with technical and selling experience and comfort collaborating with Marketing and Product.
• Bachelor of Arts/Bachelor of Science university degree or equivalent is strongly preferred.

Nice To Haves

• Proven success selling SaaS networking and/or security products.
• Proficiency in multiple languages.
• Corporate networking ecosystem experience.
• Location on the East Coast of the United States or in the Dallas-Fort Worth Metroplex.

Responsibilities

• Drive new-logo acquisition and account expansion to grow revenue among government and government-leaning targets domestically and internationally.
• Develop senior relationships with key targets and top accounts.
• Work with Sales and Marketing to develop account acquisition and growth strategies that consistently exceed quota and deliver a seamless sales and customer experience.
• Manage pipeline effectively by generating outbound opportunities and qualifying inbound leads.
• Track competitor activity, agency priorities, and procurement trends, and share insights that inform positioning, packaging, pricing, and roadmap decisions.
• Report on sales performance, key customers, and market insights, and provide product and proposition feedback to the broader ZeroTier organization.
• Represent ZeroTier at industry events, agency meetings, and partner forums.
• Travel domestically and internationally as needed based on territory.
• Build and execute co-sell motions with systems integrators, resellers, distributors, MSPs, and other ecosystem partners; enable partners and drive partner-sourced pipeline where appropriate.
• Create, progress, and maintain a strong pipeline, targeting coverage of four times quota.
• Perform basic technical demonstrations and answer high-level questions about products and features.

Benefits

• Equity and sales commission compensation.
• Generous employer-paid health insurance, including preventative dental care for adults.
• 401(k) plan with employer matching.
• Flexible PTO policy.
• Flexible work hours, subject to management approval.
• Career enhancement funds.
• Employee referral bonus.
• Hybrid office and remote work environment.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level