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 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