Sales Director: Government

ZeroTier • Portland, OR

7d • Hybrid

About The Position

ZeroTier is seeking a high-performing Sales Director to drive government and government-leaning sales in the United States and internationally. The role focuses on acquiring new customers and expanding existing accounts, developing senior relationships, and building an effective account growth strategy with the sales and marketing teams. The successful candidate will manage pipeline generation and qualification, monitor procurement and market trends, report sales and customer insights, and represent ZeroTier at relevant industry and government events. This is a hybrid remote/on-site position located anywhere in the continental United States, with preference for candidates on the East Coast or in the Dallas-Fort Worth Metroplex. Travel may be required based on territory.

Requirements

• At least 5 years of successful SaaS software and/or networking-platform sales experience, focused on enterprise sales and meaningful public-sector engagement.
• Strong familiarity with public-sector acquisition pathways, including relevant contract vehicles such as GWACs, IDIQs, BPAs, and SLED equivalents, as well as pricing, terms, and deal negotiation.
• 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.
• Ability to build and execute co-sell motions with systems integrators, resellers, distributors, MSPs, and other ecosystem partners; enable partners and drive partner-sourced pipeline when appropriate.
• Experience in a startup or similar sales environment, creating, progressing, and maintaining a pipeline of 4x quota.
• Analytical, data-driven sales approach and proficiency with HubSpot, Salesforce (SDFC in the posting), Zoom, Slack, Google Suite, and other collaboration and lead-generation applications.
• 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, with technical and sales experience and comfort collaborating with Marketing and Product.
• BA/BS university degree or equivalent strongly preferred.

Nice To Haves

• Corporate networking ecosystem experience.
• Technical product or ecosystem knowledge of networking technologies such as VPNs and SD-WAN, and cybersecurity technologies.
• Proven success selling SaaS networking and/or security products.
• Proficiency in multiple languages.

Responsibilities

• Drive revenue through new-logo acquisition and account expansion, developing senior relationships with government and government-leaning targets and key accounts domestically and internationally.
• Work with sales and marketing to develop account acquisition and growth strategies that consistently exceed quota and provide a seamless sales and customer experience.
• Manage the sales pipeline, generate outbound opportunities, and qualify inbound leads.
• Track competitor activity, agency priorities, and procurement trends; share insights to 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 organization.
• Represent ZeroTier at industry events, agency meetings, and partner forums; travel as needed for the territory.

Benefits

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

What This Job Offers

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