Sales Director: Government

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. 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 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 langua