Federal Sales Director

While the rest of the security industry obsesses over locking data down to prevent it from being lost or stolen, we're doing something fundamentally different at Virtru. We're setting data free so that you can intentionally share it with others, but without sacrificing security, privacy, or control.

We've created both a suite of powerful data protection applications and an open platform that's sparking an ecosystem of innovation. Through the Trusted Data Format (TDF) open standard, we're not just protecting data; we're creating a new paradigm where security enables sharing rather than preventing it.

Think of us as the Android of data protection : a robust platform with an open core that developers and partners can build upon, coupled with our own best-in-class applications that showcase what's possible when you reimagine security from the ground up.

Backed by Iconiq Capital, Bessemer Venture Partners, Foundry Capital, and Tiger Global, we're helping Fortune 500 companies and government agencies discover that true data security means having the freedom to share, collaborate, and innovate — without compromise.

Compensation : $175,000-$210,000 base salary + variable compensation

As Virtru continues to grow rapidly worldwide, including in the U.S. public sector market, we are recruiting an experienced Federal Sales Director to join our team and help us continue to rapidly scale. The Federal Sales Director will be a key addition to our team and the primary resource for Virtru U.S. public sector customers. The ideal candidate will have a rolodex of key decision makers and influencers within federal agencies as well as demonstrated success selling software solutions into the Federal Government.

Responsibilities

Managing a growing portfolio of Virtru’s Federal DoD customers

Part of a growing federal team, work daily with head of federal organization

Build and maintain an annualized plan to achieve quota

Consistently meet or exceed your assigned quota

Lead relationships with value added resellers and system integrators

Employ consultative sales skills to help develop and guide project requirements

Assist with product demos to prospects and customers

Lead and drive proposal creation and strategy, especially on pricing and Cost Volumes

Find and develop detailed responses to win relevant RFPs

Skills & Qualifications

TS Clearance required, SCI preferred

Willingness to travel ( 10+ years of experience focused on Enterprise Federal Software Sales

DoD experience required with a focus on the Army, CENTCOM, EUCOM, AFRICOM, and SOUTHCOM

A strong rolodex of key decision makers and influencers in the federal government

Must be a deal hunter and strong closer with a demonstrated track record of success

Strong technical aptitude of security and IT solutions - able to understand and explain complex technical products or issues

Technical enough to do “2-legged” sales calls but also possess the ability to work closely on sales strategy with the Sales Engineering team

Familiarity with fundamental elements of ICAM / IdAM (e.g., classification regimes; common access control approaches, to include RBAC and ABAC; PKI).

Familiarity with Federal and DoD-specific accreditation and certification processes

Familiarity with SaaS software sales

Ability to think strategically and act tactically to create opportunity momentum

Structured and well organized; ability to prioritize and forecast accurately

Strong presentation skills in addition to exceptional written and verbal communication

Poised under pressure with excellent negotiating abilities

Previous start-up experience is preferred

Virtruvian Qualities

Thinking outside of the box to respectfully challenge your teammates and managers in the pursuit of excellence

Strong sense of urgency with an action-oriented mindset

Able to collaborate and adapt to shifting priorities as business needs evolve

Comfortable with asynchronous communication including slack, email, zoom, etc.

Benefits

At Virtru, we believe people do their best work when their wellbeing is put first. This is why we make your wellbeing our priority with a thoughtful and holistic program that encompasses Occupational, Mental, Social, Physical, and Environmental Wellness by offering benefits such as…

Flexible PTO policy

— we strongly encourage you to take time off (in addition to 14 holidays) to ensure that you are getting the proper time needed to unplug and recharge.

A $1,500 annual

Learning & Development Stipend

focused on providing you the resources to continually learn and professionally grow.

Frequent company-sponsored

team celebrations

that provide ample opportunities to connect with teammates and be social!

Access to an

Employee Assistance Program

Access to

Headspace , a mental health app tailored to your specific needs.

A flat 3% contribution to your retirement account

A high degree of flexibility

— Have an appointment, errand, or family emergency to take care of? Hop to it! We give you the time and space to take care of you and your own first.

Additional Perks

Competitive compensation

Generous parental, medical, and bereavement policies

Uncapped commissions for Sales roles

401K contribution and stock options

Full medical, dental, and vision benefits

New Hire Swag and IT Welcome boxes

Structured semi-annual 360° performance reviews

Virtru is committed to building an inclusive environment for people of all backgrounds and everyone is encouraged to apply. Virtru is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender, sexual orientation, gender identity or expression, religion, disability, national origin, protected veteran status, age, or any other status protected by applicable national, federal, state, or local law.

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