Sales Director: Government - ZeroTier

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 investors including Battery Ventures, Bonfire Ventures, and Anorak Ventures.

The Role

We are looking for a high-performing Sales Director with deep experience selling into European governments, NATO, allied defense organizations, and the broader European defense and technology ecosystem. 5 to 10 years of SaaS sales experience, with additional experience across the enterprise networking ecosystem, is strongly preferred.

Candidates with direct operational defense experience—including supporting deployed forces, contested environments, or live battlefield operations—are highly desirable. A strong understanding of the Eastern European defense technology landscape, particularly Drone and UAS OEMs, autonomous systems, defense primes, and the emerging ecosystem supporting modern battlefield connectivity, will be a significant advantage.

This is a mid-career to senior role. The ideal candidate will have a history of new customer acquisition, achieving sales quotas, and driving outbound prospecting in a competitive market.

While this is a remote role based in Western Europe, we encourage applications from qualified candidates regardless of location.

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.
• Work with the sales and marketing team to develop an account acquisition and growth strategy that consistently exceeds quota while ensuring a seamless 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, and market insights, providing product and proposition feedback to the broader ZeroTier organization.
• Represent the company at industry events, agency meetings, and partner forums; travel as needed based on territory.

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, and government procurement environments.
• 5+ years of successful sales experience in SaaS software and/or networking platforms, focusing on enterprise sales and government/defense engagement.
• Strong familiarity leading deals through European public sector and defense procurement pathways, including framework agreements, central purchasing bodies, NATO and EU procurement mechanisms, public tenders, and negotiations.
• Proven ability to source, track, and advance opportunities through procurement frameworks and portals such as TED, NATO channels, and national eProcurement platforms.
• Ability to build and execute co-sell motions with SIs, resellers, distributors, MSPs, and other ecosystem partners.
• Experience in a startup or growth sales environment, maintaining a strong pipeline (4x quota).
• Analytical and data-driven approach to sales, proficient in HubSpot, Zoom, Slack, Google Workspace, and collaboration tools.
• Familiarity and technical product knowledge of networking (VPNs/SD-WAN) and cybersecurity technologies.
• Excellent written and verbal cross-functional communication skills.
• Ability to perform basic technical demonstrations and answer product/feature questions.
• Multi-language proficiency is preferred.
• BA/BS degree or equivalent strongly preferred.

Benefits

• Remote work environment (Eastern European Time preferred)
• Equity and sales commission compensation
• Generous employer-paid health insurance, including preventative dental care
• 401(k) plan with employer matching
• Flexible PTO policy
• Flexible work hours
• Career enhancement funds
• Employee referral bonus