Senior Director, Public Sector Sales Operations

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, Public Sector Sales Operations to join our team. This is a Remote role, reporting to the SVP, GTM Operations in the WW GTM Operations department. As a Senior Director of Business Operations in Sales 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)

• Defining and delivering leading sales metrics, key performance indicators, and other analytics to internal stakeholders in coordination with the business intelligence team

• Leading a weekly, monthly, and quarterly operating cadence for the AMS along with the AMS Sales Leader, with a focus on pipeline management and forecasting

• Driving monthly pipeline reviews to identify gaps in the sales process, ensure pipeline progression, and create action plans to address coverage and conversion challenges

• Leading operational planning for the AMS Sales organization, including quota/target assignment, account assignment, territory creation, and headcount planning aligned with the annual operating plan

• Providing operational expertise in overlay sales models, driving collaboration and alignment across cross-functional teams to improve efficiency and performance

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

• 12+ years of related work experience within sales operations or similar role

• Bachelor's degree or equivalent work experience

• Experience in customer service orientation, analytics, and problem-solving

• Proven experience in overlay sales operations, managing and optimizing operational processes across cross-functional sales teams

What Will Make You Stand Out (Preferred Qualifications)

• MBA

• Software/SaaS industry experience

#LI-EV1 #LI-Remote

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:

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.