About the role
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 as…
- A 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.
In addition to wellbeing, Virtru places a strong emphasis on diversity, equity, inclusion, and belonging. Our DE&I Council is dedicated to fostering an inclusive workplace and making the psychological safety of each and every one of our teammates a top priority.
Additional perks include:
- 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.
