Sales Director – Government

ZeroTier, Inc.

. Drive top-line revenue through new-logo acquisition and expansion .

Posted 11/3/2026full-timeUnited StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in SaaS sales and public-sector engagement, with a strong ability to develop relationships, manage sales pipelines, and execute growth strategies. Proficient in utilizing federal procurement vehicles and collaborating with partners to drive revenue and market insights.

Highest-signal resume keywords

5+ Years SaaS Sales ExperiencePublic-Sector Acquisition PathwaysFederal Procurement VehiclesSalesforce ProficiencyNetworking and Cybersecurity Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Pipeline ManagementAccount Acquisition StrategiesNegotiation SkillsTechnical DemonstrationsData-Driven Sales Approach

Soft Skills

Cross-Functional CommunicationRelationship BuildingResults-Driven MindsetAnalytical ThinkingCollaboration Skills

Tools & Technologies

HubSpotSalesforceZoomSlackGoogle Suite

Industry Keywords

SaaS SoftwareNetworking PlatformsPublic-Sector EngagementGSA MASVPNsSD-WANCybersecurity Technologies

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Drive top-line revenue through new-logo acquisition and expansion
Develop senior relationships with key targets and top government and government-leaning accounts domestically and internationally
Work with Sales and Marketing to develop account acquisition and growth strategies that consistently exceed quota
Manage the sales pipeline, create outbound-generated opportunities, and qualify inbound leads
Track competitor activity, agency priorities, and procurement trends
Feed market insights into positioning, packaging/pricing, and roadmap decisions
Report on sales performance, key customers, and market insights
Provide product and proposition feedback to the broader ZeroTier organization
Represent ZeroTier at industry events, agency meetings, and partner forums
Travel as needed based on territory, domestically and internationally

Requirements

What you’ll need

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
Ability to build and execute co-sell motions with SIs, resellers, distributors, MSPs, and other ecosystem partners; enable partners and drive partner-sourced pipeline
Experience working in a startup or similar sales environment, creating, progressing, and maintaining a strong pipeline (4x quota)
Analytical and data-driven approach to sales with proficiency using HubSpot, Salesforce, 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
Excellent cross-functional written and verbal communication
Ability to perform basic technical demonstrations and answer high-level product and feature questions
Passionate, energetic, optimistic, and results-driven, with deep technical and selling experience and comfort collaborating with Marketing and Product organizations
BA/BS university degree or equivalent strongly preferred (not required)
Preference for candidates proficient in multiple languages

Benefits

Comp & perks

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
Hybrid office / remote work environment