Federal Sales Director

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.

About this position:

With its roots at the National Security Agency (NSA), Virtru has a significant and rapidly growing public sector customer base, including organizations within the U.S. Department of Defense, the Intelligence Community, Law Enforcement, and numerous Federal Civilian agencies. Virtru’s offerings are currently FedRAMP Moderate accredited and SOC2 Type 2 certified, and have been authorized for use within secure systems running on a number of networks of varying security levels.  

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 will include (but not limited to):

• Managing a growing portfolio of Virtru’s DoD, Intelligence, and civilian Federal 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

Preferred skills and abilities:

• Minimum of 10-12  years of sales experience within the Federal IT service solutions environment
• DoD, Intelligence,  and Civilian Agency experience strongly desired with a focus on Army, AirForce, and DISA
• 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
• Current security clearance or the ability to obtain one
• Poised under pressure with excellent negotiating abilities 
• Previous start-up experience is preferred 
• Experience with Salesforce.com 
• TS Clearance required, SCI preferred
• Local to DMV

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 Remote-First Approach — Virtru is committed to being forever flexible when it comes to where, how, and when you get your work done. You have the option to work from home if that suits you best, or work from our DC Headquarters if you prefer being in person!
• A Flexible PTO policy — we strongly encourage you to take a minimum of 25 days off annually (in addition to 12 federal 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.
• Internal mobility options for those interested in exploring their skills in other areas of the business
• 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 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. The Council also hosts a range of events throughout the year focused on the continual education of our teammates on social justice issues, current events, and marginalized cultures and communities. 

Additional perks include: 

• Competitive compensation
• Generous parental, medical, and bereavement policies
• Uncapped commissions for Sales roles
• 401K and stock options
• Full medical, dental, and vision benefits
• Annual Winter Hackathons and Summer “InnoVation Weeks” (in-person optional)
• New Hire Swag and IT Welcome boxes
• Structured semi-annual 360° performance reviews
• Transparency is at the core of how we operate and everything we do! 

Virtru is currently operating in a remote-first capacity; however, there are plenty of opportunities to connect with the team in person throughout the year, both in and out of the office, whether they be team-specific or company-wide celebrations and events.

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.