ZeroTier, Inc.

Sales Director – Government

ZeroTier, Inc.

full-time

Posted on:

Location Type: Hybrid

Location: United States

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Job Level

Lead

Tech Stack

Cyber Security

About the role

  • 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).

Requirements

  • 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
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Applicant Tracking System Keywords

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Hard Skills & Tools
sales experienceSaaS softwarenetworking platformspublic-sector engagementpipeline managementdata-driven salestechnical demonstrationsnegotiationlead generationcybersecurity technologies
Soft Skills
cross-functional communicationanalytical skillsresults-drivenrelationship buildingcollaborationpassionenergyoptimismadaptabilityproblem-solving