Federal Customer Success Manager

About Virtru:

Virtru is a leading data protection provider backed by some of the foremost venture capital firms in Silicon Valley and the Mid-Atlantic region, including Iconiq Capital, Bessemer Venture Partners, Foundry Capital, and Tiger Global. Today, more than ever, data demands respect, and that’s why Virtru is committed to changing the rules for data privacy. At Virtru, we equip our customers to take granular control of their data—everywhere it’s shared—through end-to-end encryption for Google, Microsoft, and other data sharing platforms. Our market-leading portfolio of data encryption and privacy enhancing applications are remarkably easy to use, fast to implement, affordable for all, and built on the Trusted Data Format (TDF) open standard.

At Virtru, our motto is "Respect the people. Respect the data." Respecting data to us means keeping it secure and protected at all times across its entire lifecycle. We firmly believe that when you respect data, you’re demonstrating respect for the people who own that data.

Working at Virtru, you'll be inspired by colleagues who are passionate about the work they do. We are dedicated to creating an atmosphere that sparks creativity, connection, and professional growth while empowering each other to do our best work. We're building something special at Virtru. We hope you consider joining our team and helping us create a brighter future for data privacy.

Compensation Range: $115,000-140,000 Base

Position Overview:

As a Federal Customer Success Manager at Virtru, you will serve as the primary post-sales point of contact for our federal government customers. This role is critical in ensuring customer satisfaction, driving product adoption, and maximizing the value of Virtru's security solutions within federal agencies. You will build and maintain relationships with key stakeholders, provide strategic guidance, and serve as an advocate for customer needs within Virtru.

Key Responsibilities:

• Develop and manage relationships with federal customers to ensure their continued success with Virtru's solutions
• Create and execute customer success plans that align with federal agencies' security and compliance objectives
• Drive customer adoption, engagement, and retention through regular communication and strategic check-ins
• Coordinate with internal teams (Sales, Engineering, Product) to address customer needs and resolve issues
• Conduct product training sessions and create customized educational materials for federal users
• Monitor customer health metrics and identify opportunities for expansion or improvement
• Document customer feedback and work with Product teams to influence roadmap development
• Maintain deep understanding of DoD security requirements, compliance frameworks, and procurement processes
• Serve as a trusted advisor on data security best practices for government organizations

Required Qualifications:

• Bachelor's degree in Business, IT, Cybersecurity, or related field
• 5+ years of customer success, account management, or similar experience, with at least 2 years working with federal government clients
• Knowledge of DoD IT landscape, procurement processes, and security requirements
• Understanding of data security, encryption, and privacy concepts
• Excellent presentation, communication, and relationship-building skills
• Problem-solving mindset with ability to navigate complex customer environments
• Experience with customer success methodologies and tools
• Ability to obtain necessary clearances for working with federal clients

Preferred Qualifications:

• Active security clearance (Secret or Top Secret)
• Experience with SaaS implementation in federal environments
• Familiarity with DoD IT modernization initiatives
• Prior experience at a cybersecurity or data protection company
• Certifications in relevant fields (CISSP, Security+, etc.)

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 Occupat