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Federal Sales Director

United States, Washington, DC 175000.00 - 210000.00 USD / Year · Job Posted December 13, 2025
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Job Description

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.

Job Responsibility

  • 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

Requirements

  • TS Clearance required, SCI preferred
  • 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
  • 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
  • Familiarity with Federal and DoD-specific accreditation and certification processes
  • Familiarity with SaaS software sales
  • Ability to think strategically and act tactically
  • 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
  • Willingness to travel (<50%)

Nice to have

  • Previous start-up experience
  • Experience with http://Salesforce.com

What we offer

  • A Flexible PTO policy
  • A $1,500 annual Learning & Development Stipend
  • Frequent company-sponsored team celebrations
  • Access to an Employee Assistance Program
  • Access to Headspace, a mental health app
  • A flat 3% contribution to your retirement account
  • A high degree of flexibility
  • 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

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