Sales Director: Government (Cybersecurity)

Location: Remote role located in Western Europe; hybrid remote/on-site environment with Eastern European Time preferred. Travel to industry events, agency meetings, and partner forums may be required.

Company

ZeroTier develops secure peer-to-peer networking and cybersecurity software that connects devices, services, and applications across cloud, edge, enterprise, and defense environments.

What you will do

• Drive new-logo acquisition and expansion revenue across European government, defense, NATO, and technology accounts.
• Build senior relationships with defense organizations, drone and UAS manufacturers, OEMs, systems integrators, and government-aligned organizations.
• Develop account acquisition and growth strategies with Sales and Marketing to consistently exceed quota.
• Generate outbound opportunities, qualify inbound leads, and maintain effective pipeline management.
• Track competitor activity, agency priorities, procurement trends, and customer feedback to inform positioning, pricing, packaging, and product decisions.
• Represent the company at industry events, agency meetings, and partner forums while collaborating with SIs, resellers, distributors, and MSPs.

Requirements

• Established experience and relationships across the Eastern European defense ecosystem, including government organizations, defense technology OEMs, systems integrators, and battlefield drone or UAS manufacturers.
• At least 5 years of successful SaaS software and/or networking platform sales experience, including enterprise and government or defense engagements.
• Experience leading European public-sector, defense, NATO, and EU procurement processes through tenders, framework agreements, negotiations, and contract award.
• Ability to source and advance opportunities through TED, NATO procurement channels, national eProcurement platforms, and defense procurement frameworks.
• Experience building co-sell motions with ecosystem partners and maintaining a pipeline of at least 4x quota.
• Technical familiarity with networking, VPN, SD-WAN, and cybersecurity products, plus the ability to deliver basic product demonstrations.

Nice to have

• Operational defense experience supporting deployed forces, contested environments, or live battlefield operations.
• Successful sales experience with SaaS networking and/or security products.
• Proficiency in multiple languages.
• BA/BS degree or equivalent.

Culture & Benefits

• Hybrid remote/on-site work environment with flexible working hours subject to management approval.
• Equity and sales commission compensation.
• Employer-paid health insurance including preventative adult dental care.
• 401(k) plan with employer matching and flexible paid time off.
• Career enhancement funds and an employee referral bonus.