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ZeroTier is seeking a Sales Director to lead government and defense sales across Europe, with a focus on Eastern European markets, NATO, and allied defense organizations. The role is remote, based in Western Europe (Eastern European Time preferred), and represents a mid-career to senior opportunity for a high-performing sales leader.
In this position, you will drive top-line revenue through new logo acquisition and expansion within the European defense and technology ecosystem. You'll develop senior relationships with key targets including Eastern European defense organizations, battlefield drone and UAS manufacturers, defense technology OEMs, systems integrators, and government-aligned organizations. You'll work cross-functionally with sales and marketing to develop account acquisition and growth strategies that exceed quota while ensuring strong customer experience.
Key responsibilities include:
- Driving new customer acquisition and account expansion across defense and government sectors
- Managing pipeline effectively through outbound prospecting and inbound lead qualification
- Tracking competitor activity, agency priorities, and procurement trends to inform positioning and product decisions
- Reporting on sales performance, key customers, and market insights to the broader organization
- Representing ZeroTier at industry events, agency meetings, and partner forums, with travel as needed
- Building and executing co-sell motions with systems integrators, resellers, distributors, and MSPs
ZeroTier's platform provides highly secure, peer-to-peer virtual networks used by millions of users and businesses globally, from startups to Fortune 500 companies and defense organizations. The company is backed by Battery Ventures, Bonfire Ventures, and Anorak Ventures.
REQUIREMENTS:
- 5+ years of successful SaaS sales experience, with enterprise sales focus and meaningful government/defense engagement
- Established experience and relationships across the Eastern European defense ecosystem, including battlefield drone/UAS manufacturers, defense technology OEMs, systems integrators, and government organizations
- Strong familiarity with European public sector and defense procurement pathways, including framework agreements, central purchasing bodies, NATO and EU procurement mechanisms, public tenders, and contract negotiation
- Proven ability to source, track, and advance opportunities through European government, defense, and NATO procurement frameworks and portals (TED, NATO channels, national eProcurement platforms, defense frameworks)
- Experience in startup or similar sales environments, creating and maintaining strong pipelines (4x quota)
- Proficiency with HubSpot, Zoom, Slack, Google Suite, and other collaboration/lead generation tools
- Familiarity and technical knowledge of networking (VPNs/SD-WAN) and cybersecurity technologies; proven success selling SaaS networking/security products preferred
- Excellent cross-functional communication, written and verbal
- Ability to perform basic technical demonstrations and answer high-level product questions
- BA/BS degree or equivalent strongly preferred
- Multilingual proficiency preferred
- Highly desirable: direct operational defense experience, including support for deployed forces, contested environments, or live battlefield operations; strong understanding of Eastern European defense technology landscape and emerging battlefield connectivity ecosystem
