Sales Director: Government

ZeroTier, Inc.; United States; Remote; USD 161,000 - 230,000; Full time

Job summary

ZeroTier seeks a high-performing Sales Director with 5–10 years of SaaS sales experience, focused on European governments, NATO, and defense tech ecosystems. Role emphasizes new logo acquisition, quota attainment, and outbound prospecting in a competitive market. Remote across Western Europe preferred.

Ideal candidate has operational defense exposure and deep knowledge of drone/UAS and defense primes, with a proven history of enterprise sales and senior stakeholder engagement.

Qualifications

• 5–10 years of SaaS sales experience, ideally with enterprise networking exposure.
• Experience selling to government, NATO, and defense organizations is highly preferred.
• Strong understanding of Eastern European defense tech landscape and aerospace/drones ecosystem.

Responsibilities

• Drive top-line revenue through new logos and expansion with key defense and government accounts in Europe.
• Collaborate with sales and marketing to create account acquisition and growth strategies across target sectors.

Skills

SaaS sales

New logo acquisition

Enterprise sales

Executive relationships

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 high performing Sales Director with deep experience selling into European governments, NATO, allied defense organizations, and the broader European defense and technology ecosystem. 5 to 10 years of SaaS sales experience, with additional experience across the enterprise networking ecosystem strongly preferred.

Candidates with direct operational defense experience, including experience supporting deployed forces, contested environments, or live battlefield operations, are highly desirable. A strong understanding of the Eastern European defense technology landscape, particularly Drone and UAS OEMs, autonomous systems, defense primes, and the emerging ecosystem supporting modern battlefield connectivity, will be a significant advantage.

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 remote role located in Western Europe. We encourage you to apply for this position if you feel you are a match, regardless of location.

What You’ll Do

• Drive top-line revenue through new logo acquisition and expansion, developing senior relationships with key targets and strategic accounts across Eastern European defense organizations, battlefield drone and UAS manufacturers, defense technology OEMs, systems integrators, and government-aligned organizations, domestically and internationally.
• Work with the sales and marketing team to develop an account acquisition and growth strat