Sales Director: Government

ZeroTier, Inc.; Portland (OR); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Hybrid office / remote (East CoastTime

Equity and sales commission

Health insurance

401K Plan

Flexible PTO

Flexible work hours

Career enhancement funds

Employee Referral Bonus

Job summary

ZeroTier, Inc. is seeking a dynamic Sales Director: Government to lead enterprise SaaS sales with federal and state agencies. The role is hybrid (remote/on-site) with a preference for candidates on the East Coast or Dallas-Fort Worth, and may involve travel.

The candidate should bring 5–10 years of government-facing sales experience, strong procurement knowledge, and the ability to develop senior relationships while driving quota through outbound and partner-driven pipelines.

Qualifications

• 5+ years of successful sales experience in SaaS software and/or networking platforms with an enterprise focus.
• Strong familiarity with public-sector acquisition pathways, contracts, pricing and negotiation.
• Experience selling to federal/state agencies and navigating procurement portals.
• Ability to build co-sell motions with partners and drive partner-sourced pipeline.

Responsibilities

• Drive top-line revenue by acquiring new logos and expanding with government targets.
• Develop account strategy with sales/marketing to exceed quota and ensure customer experience.
• Demonstrate pipeline management and qualify outbound/inbound opportunities.
• Track procurement trends and provide insights on positioning and pricing.
• Report on sales performance and key customers; represent ZeroTier at events.
• Travel as needed across territory domestically and internationally.

Skills

SaaS sales

Public sector sales

Enterprise sales

Procurement knowledge

HubSpot

Analytical mindset

Cross-functional communication

Technical product knowledge

Multilingual

Education

BA/BS University degree or equivalent

Job description

About Us

ZeroTier leads the world in next-generation connectivity and cybersecurity. Our platform provides highly secure, peer-to-peer virtual networks relied upon by millions of users and businesses - from individual users and startups to mid-scale enterprises and Fortune 500 companies. We’re backed by awesome investors including Battery Ventures, Bonfire Ventures, and Anorak Ventures.

The Role

We are looking for a dynamic, high-performing Sales Director: Government with 5–10 years of experience selling SaaS, preferably with additional corporate networking ecosystem experience. This is a mid-career to senior role and the ideal candidate will have a history of new customer/logo acquisition, achieving sales quota, and enjoying the challenges that come with outbound prospecting in a competitive market.
While this is a hybrid role (remote/on-site) located anywhere in the continental United States, preference will be shown to qualified candidates located on the East Coast of the United States, or the Dallas-Fort Worth Metroplex.

What You’ll Do

• Drive top-line revenue by driving new logo acquisition and expansion, developing senior relationships with key targets and top accounts across government and government-leaning sales targets, domestically and internationally.
• Work with the sales and marketing team to develop an account acquisition and growth strategy that exceeds quota with consistency while ensuring a strong seamless sales and customer experience.
• Demonstrate effective pipeline management, creating outbound generated opportunities and qualifying inbound leads.
• Track competitor activity, agency priorities, and procurement trends; feed insights into positioning, packaging/pricing, and roadmap decisions.
• Report on sales performance, key customers, market insights and provide product/proposition feedback to the broader ZeroTier organization.
• Represent the company at industry events, agency meetings, and partner forums; travel as needed based on territory (domestic and international).

What We’re Looking For

• 5+ years of successful sales experience in SaaS software and/or networking platforms, with a focus on enterprise sales and meaningful public-sector engagement.
• Strong familiarity with leading deals through public-sector acquisition pathways, including relevant contract vehicles (e.g., GWACs/IDIQs/BPAs and SLED equivalents), pricing/terms, and negotiation to close.
• Proven ability to source, track, and advance opportunities via federal procurement vehicles and portals such as GSA MAS, NASA SEWP, CIO-SP4, Alliant, and DoD eMall, working with agencies and channel partners.
• The ability to build and execute co-sell motions with SIs, resellers, distributors, MSPs, and other ecosystem partners; enable partners and drive partner-sourced pipeline when and where appropriate.
• Experience working in a startup or similar sales environment, creating, progressing, and maintaining a strong pipeline (4x quota).
• Possess a proven analytical and data-driven approach to sales with proficiency using Hubspot, SDFC, Zoom, Slack, Google Suite and other collaboration and lead generation applications.
• Familiarity and technical product/ecosystem knowledge of networking (VPNs/SD-WAN) and cybersecurity technologies. Preferential consideration will be given to candidates with proven success selling SaaS networking and/or security products.
• Excellent cross-functional communication, both written and verbal.
• Ability to perform basic technical demonstrations and answer high-level product and feature questions.
• Our ideal candidate will be passionate, energetic, optimistic, and results-driven with deep technical as well as selling experience, and comfort in cross-collaboration with Marketing and Product organizations.
• Preference will be given to candidates who are proficient in multiple languages.
• BA/BS University degree or equivalent strongly preferred.

Benefits

• Hybrid office / remote work environment (East Coast Time preferred)
• 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

More About ZeroTier

Founded in 2013 by Adam Ierymenko, ZeroTier’s mission is to make peer-to-peer networking with strong encryption so simple, secure, and intuitive that it becomes the default for the internet. To do this ZeroTier simplifies complex networking across physical boundaries, unifying cloud and edge environments. Our network virtualization platform offers enterprise-grade software-defined networking for every device, service, and application, whether at the edge or in the cloud. It's powerful enough for large businesses and defense applications, yet easy for individuals to use for tasks like gaming or remote access. Our team is composed of industry-leading experts dedicated to solving complex challenges in high-performance, decentralized networking. We enable customers to operate networks without unnecessary constraints or overhead. Come build the future with us.

To find out more please check us out at: www.zerotier.com

PLEASE NOTE: Individuals seeking employment at ZeroTier are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, or sexual orientation.