Role overview

Qualifications

Bachelor’s degree in business administration, computer science, cyber security, or a related field
10+ years of progressive, operations management experience, with at least 5 years specifically leading public sector or government-facing operations
In-depth understanding of public sector procurement processes and compliance standards
Strong background in finance, process optimization (e.g., Lean/Six Sigma), risk mitigation, and cross-group communication

Responsibilities

Direct long-term operational strategies, resource allocation, territory design, and quota assignments to align with government procurement cycles and business goals
Lead the sales operating cadence by driving pipeline reviews, managing forecasting, and delivering actionable KPIs to identify gaps and improve conversion rates
Ensure all operational activities strictly adhere to government regulations while spearheading audit readiness to minimize risk
Oversee end-to-end contract management to guarantee SLA fulfillment, scale operations for new business wins, and drive quality assurance to optimize client retention

Key facts

Remote from: California (USA)
Full time
Senior (5-10 years)
Sales Operations
290 - 290K yearly
English

Hard skills

Sales Strategy Government Compliance Auditing Contract Management Performance Metric Risk Mitigation Process Optimization Government Contracting Software As A Service (SaaS)

Other skills

Lateral Communication
Leadership
Collaboration
Adaptability
Personal Integrity

About the company

Zscaler

Information Technology & Services

Zscaler enables the world’s leading organizations to securely transform their networks and applications for a mobile and cloud first world. Its flagship services, Zscaler Internet Access and Zscaler Private Access, create fast, secure connections between users and applications, regardless of device, location, or network. Zscaler services are 100% cloud-delivered and offer the simplicity, enhanced security, and improved user experience that traditional appliances or hybrid solutions are unable to match. Used in more than 185 countries, Zscaler operates the world’s largest cloud security platform, protecting thousands of enterprises and government agencies from cyberattacks and data loss. Stay Connected: LinkedIn: https://www.linkedin.com/company/zscaler Twitter: https://www.twitter.com/zscaler Facebook: https://www.facebook.com/Zscaler/

Company details

Company typeLarge

IndustryInformation Technology & Services

Company size5001 - 10000

Links

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Job description

About Zscaler

Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location.

Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.

We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity.

Role

We are looking for a Senior Director of Public Sector Sales Operations to join our team. This opportunity is a Remote or Hybrid role, reporting to the SVP of GTM Operations in the WW GTM Operations department. As a Senior Director of Business Operations (Public Sector), you will serve as a high-level executive who bridges the gap between sales strategy, government procurement, compliance, and operational execution. In this role, you will optimize revenue, streamline complex public-sector proposal processes, and scale go-to-market teams.

What you’ll do (Role Expectations)

Strategic Sales Planning & Operations: Direct long-term operational strategies, resource allocation, territory design, and quota assignments to align with government procurement cycles and business goals
Performance Metrics & Pipeline Management: Lead the sales operating cadence by driving pipeline reviews, managing forecasting, and delivering actionable KPIs to identify gaps and improve conversion rates
Public Sector Compliance & Risk Mitigation: Ensure all operational activities strictly adhere to government regulations (including FAR and cybersecurity mandates) while spearheading audit readiness to minimize risk
Contract Lifecycle & Delivery Excellence: Oversee end-to-end contract management to guarantee SLA fulfillment, scale operations for new business wins, and drive quality assurance to optimize client retention
Team Leadership & Cross-Functional Alignment: Mentor a high-performing operations team and foster collaboration across product, engineering, legal, and finance to execute large-scale organizational initiatives

Who You Are (Success Profile)

You thrive in ambiguity and remain comfortable building the path as you walk it, viewing a dynamic environment as the raw material needed to build something meaningful.
You operate with urgency and a relentless focus on execution, understanding that speed and quality are not mutually exclusive in a high-growth environment.
You are deeply data-driven, leveraging analytics to find the truth, measure what matters, and replace assumptions with evidence to guide informed choices.
You are resilient and adaptable, viewing change as an opportunity and maintaining your composure to guide teams through complex, high-pressure situations.
You lead with integrity by doing the right thing even when it is difficult, maintaining a high standard of accountability, and building trust through transparent action.

What We’re Looking for (Minimum Qualifications)

Demonstrated curiosity and active exploration of AI tools, with a proven history of integrating new technologies to enhance daily workflows and augment problem-solving
Bachelor’s degree in business administration, computer science, cyber security, or a related field
10+ years of progressive, operations management experience, with at least 5 years specifically leading public sector or government-facing operations
In-depth understanding of public sector procurement processes and compliance standards. Demonstrated understanding for cyber security services, including but not limited to AI tools
Proven operations experience supporting a public sector sales organization, managing and optimizing operational processes across cross-functional sales teams, with the ability to leverage knowledge of the USA Public Sector to extend operations and strategies to other countries around the world
Strong background in finance, process optimization (e.g., Lean/Six Sigma), risk mitigation, and cross-group communication

What Will Make You Stand Out (Preferred Qualifications)

MBA
Software/SaaS industry experience

#LI-EV1

#LI-Remote

Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training.

The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits.

Base Pay Range

$232,000—$290,000 USD

At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.

Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:

Various health plans
Time off plans for vacation and sick time
Parental leave options
Retirement options
Education reimbursement
In-office perks, and more!

Learn more about Zscaler's hybrid working model and benefits here.

By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.

Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link.

Pay Transparency

Zscaler complies with all applicable federal, state, and local pay transparency rules.

Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.