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Sales Director: Government

1 month, 1 week ago
Remote
Full-time
Senior
Head of Sales
Sales and Business Development
Cybersecurity HubSpot
Apply Now
ZeroTier

ZeroTier

ZeroTier offers secure overlay networking solutions with ZeroTier One, combining VPN and SD WAN capabilities for simplified network management and flexibility without hardware lock-in.

Diversified Telecommunication Services
11-50
Founded 2011
$2M raised
View All Jobs 2

Description

  • Acquire new customers and expand strategic accounts across Eastern European defense organizations, drone and UAS manufacturers, defense technology OEMs, systems integrators, and government-aligned organizations.
  • Build senior relationships with target and strategic accounts domestically and internationally.
  • Develop account acquisition and growth strategies with sales and marketing teams to consistently exceed quota.
  • Generate outbound opportunities, qualify inbound leads, and maintain effective pipeline management.
  • Track competitor activity, agency priorities, and procurement trends to inform positioning, pricing, packaging, and product roadmap decisions.
  • Report on sales performance, customer developments, market insights, and product feedback.
  • Represent ZeroTier at industry events, agency meetings, and partner forums, with domestic and international travel as needed.
  • Develop co-sell motions with systems integrators, resellers, distributors, MSPs, and other ecosystem partners.

Requirements

  • 5+ years of successful SaaS, software, networking platform, or enterprise sales experience, including meaningful government and defense engagement.
  • Established relationships and ecosystem knowledge across Eastern European defense, including drone and UAS manufacturers, defense OEMs, systems integrators, government organizations, and deployed or contested operations.
  • Experience selling through European public-sector and defense procurement processes, including framework agreements, public tenders, NATO and EU mechanisms, pricing, negotiation, and contract award.
  • Ability to source and advance opportunities through TED, NATO procurement channels, national eProcurement platforms, and relevant defense frameworks.
  • Proven new-logo acquisition, quota attainment, outbound prospecting, and pipeline management experience, including maintaining a 4x-quota pipeline.
  • Experience building and executing partner-led sales motions with SIs, resellers, distributors, and MSPs.
  • Knowledge of networking technologies such as VPNs and SD-WAN, plus cybersecurity; SaaS networking or security sales experience preferred.
  • Proficiency with HubSpot, Zoom, Slack, Google Workspace, and related collaboration or lead-generation tools.
  • Ability to deliver basic technical demonstrations and answer high-level product and feature questions.
  • Excellent written and verbal communication; a BA/BS degree, multilingual ability, and direct operational defense experience are preferred.

Benefits

  • Hybrid office and remote work environment, with Eastern European Time preferred.
  • Equity and sales commission compensation.
  • Employer-paid health insurance, including preventative adult dental care.
  • 401(k) plan with employer matching.
  • Flexible paid time off and flexible work hours, subject to approval.
  • Career enhancement funds.
  • Employee referral bonus.

Interested in this position?

Apply directly on the company website

Apply Now

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