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Global Public Sector Defense Industrial Base Account Executive

Washington, DC - Remote

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: $150,000–$200,000/year + variable compensation

Team & Position Details:

As CMMC 2.0 compliance requirements accelerate across the defense supply chain and the protection of Controlled Unclassified Information (CUI) becomes an urgent priority, Virtru is uniquely positioned to serve the Defense Industrial Base. We are seeking an experienced DIB Sales Director to drive adoption of Virtru's data-centric security solutions across prime contractors, subcontractors, and defense suppliers. This role requires a candidate with deep knowledge of the DIB ecosystem, a strong understanding of CUI and CMMC requirements, and an established network of relationships across the defense supply chain.

As a DIB Sales Executive, your responsibilities will include:

  • Own and grow a portfolio of DIB accounts spanning prime contractors, subcontractors, and defense suppliers
  • Build and execute an annualized territory plan to consistently meet and exceed quota
  • Develop and maintain relationships with CISOs, CIOs, program managers, compliance officers, and general counsels across DIB organizations
  • Lead and grow partnerships with CMMC-focused Managed Service Providers (MSPs), C3PAOs, system integrators, and resellers
  • Employ consultative sales skills to help DIB customers understand and address their CUI protection, secure collaboration, and CMMC compliance requirements
  • Drive proposal creation, pricing strategy, and competitive positioning for DIB opportunities
  • Develop compelling responses to commercial RFPs and RFQs from DIB primes and their supply chains
  • Assist with product demonstrations and technical discussions focused on CUI protection and CMMC compliance

Skills that will help you thrive in this role:

  • Active clearance required (TS/SCI preferred)
  • Willingness to travel (<50%)
  • 10+ years of enterprise software or cybersecurity sales experience; significant DIB experience required
  • Deep familiarity with the DIB ecosystem, including prime contractors and Tier 1/2/3 subcontractors
  • Strong understanding of CMMC 2.0 requirements, CUI handling standards, and DFARS clause 252.204-7012
  • Familiarity with NIST SP 800-171 and its relationship to CMMC Level 2 and Level 3 compliance
  • Established network of relationships with CISOs, compliance officers, and program managers across the DIB
  • Strong technical aptitude in cybersecurity, data protection, and IT solutions
  • Familiarity with ICAM/IdAM frameworks, including PKI, RBAC, and ABAC
  • Understanding of how sensitive DoD data flows between government and industry, and the associated security and legal obligations
  • Ability to speak credibly to both technical and compliance/legal audiences within DIB organizations
  • Must be a deal hunter and strong closer with a demonstrated track record of success
  • Structured and well-organized; ability to prioritize and forecast accurately
  • Excellent sales pipeline hygiene skills

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, belonging, and inclusion. Our DB&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.

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