Global Public Sector Sales Director

About Virtru:

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

Team & Position Details: 

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.

As a Federal Sales Director, your responsibilities will include:

• 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 that will help you thrive in this role: 

• TS Clearance required, SCI preferred
• Willingness to travel (<50%)
• 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 
• Experience with http://Salesforce.com  

Virtruvian qualities that will set you up for success:

• 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.

Perks & 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