Sales Director: Government

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 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

Established experience and relationships across the Eastern European defense ecosystem, with a strong understanding of battlefield drone and UAS manufacturers, defense technology OEMs, systems integrators, government organizations, and the procurement environments supporting deployed and contested operations.

5+ years of successful sales experience in SaaS software and/or networking platforms, with a focus on enterprise sales and meaningful government and defence engagement. 

Strong familiarity with leading deals through European public sector and defence procurement pathways, including framework agreements, central purchasing bodies, NATO and EU procurement mechanisms, public tenders, pricing and terms, and negotiation through contract award.

Proven ability to source, track, and advance opportunities through European government, defence, and NATO procurement frameworks and portals, including TED, NATO procurement channels, national eProcurement platforms, and relevant defence frameworks. 

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, 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

Hybrid office / remote work environment (Eastern European Time preferred)

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