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 Occupational, Mental, Social, Physical, and Environmental Wellness by offering benefits such as…

• 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.
• Home-Office Stipend to help make your office space more comfortable and productive.
• 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 contribution and stock options
• Full medical, dental, and vision benefits
• 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! 

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.