Federal Sales Operations 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: $130,000 - 150,000 base salary

Team & Position Details: 

As a Federal Sales Operations Manager, you will be reporting to the Director of Operations and Analytics. Our best in class operations team is looking for a process oriented and data driven Federal Sales Operations Manager to help us effectively scale processes across our significant and rapidly growing federal customer base.  In this strategic role you will leverage your expertise to streamline our government sales workflows and implement scalable systems that drive revenue growth and predictability. You'll serve as the operational backbone for our federal initiatives, providing critical insights through data analytics and stakeholder engagement  while ensuring compliance with government regulations. The ideal candidate brings a methodical approach to federal optimizing sales cycles, building efficient reporting structures, and enabling our federal team to navigate complex procurement environments with confidence and precision.

As a Federal Sales Operations Manager, your responsibilities will include:

• Manage end-to-end proposal development process for federal opportunities (SOWs, RFPs, RFQs, RFIs, Quotes, Proposals)
• Act as the "Deal Desk" function, assisting federal reps in navigating complex deal cycles and ensuring well structured proposals to current and potential customers
• Work with operations staff to scope and test solutions for meeting federal compliance requirements
• Advise the Director and Vice President of Operation on scaling federal across  Virtru’s Go to Market tech stack 
• Build and maintain Salesforce reports and Tableau dashboards for federal pipeline, forecasting, and compliance tracking
• Partner with sales leadership to define and optimize the federal sales process and forecasting methodology
• Maintain a repository of contract documents, proposal content, and compliance artifacts within Salesforce and other designated systems
• Assist in the implementation of infrastructure related to providing Services offerings (as opposed to software) to customers, including proposal management and any necessary time-tracking.
• Establish best practices for navigating deal cycles and procurement processes
• Train the federal sales team on proper Salesforce use and assist with data hygiene
• Identify and implement tools to improve federal sales and contracting efficiency

Skills that will help you thrive in this role: 

• 5+ years of experience in Sales Operations, Deal Desk, or Contract Management
• Minimum 3 years of direct experience working with U.S. Federal Government contracts and proposals
• Knowledge of contract types (fixed-price, T&M, cost reimbursable) and regulatory frameworks (FAR, DFARS, CMMC)
• Analytic and process oriented mindset
• Strong attention to detail
• You have worked with CRMs and are comfortable with writing technical system requirements

Nice to Haves

• Salesforce Certified Administrator I and II credentials
• Experience with Salesforce GovCloud
• Experience with Conga or comparable document generation tools
• Experience in a high-growth SaaS company or Federal contracting firm
• Proficiency building dashboards in Tableau or comparable BI tools

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.