Federal Sales Director at Virtru

Washington, District of Columbia, United States

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$175,000 – $210,000Compensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Government, DefenseIndustries

Requirements

TS Clearance required, SCI preferred
Willingness to travel (<50%)
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 - 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
Poised under pressure with excellent negotiating abilities
Previous start-up experience is preferred
Experience with Salesforce.com

Responsibilities

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

Skills

Key technologies and capabilities for this role

Federal SalesDoD SalesPublic Sector SalesSoftware SalesAccount ManagementGovernment Contracts

Questions & Answers

Common questions about this position

What is the compensation for the Federal Sales Director role?

The position offers a base salary of $175,000-$210,000 plus variable compensation.

Is this a remote position or is travel required?

This information is not specified in the job description regarding remote work, but willingness to travel less than 50% is required.

What skills are required for the Federal Sales Director position?

Key requirements include TS Clearance (SCI preferred), 10+ years of Enterprise Federal Software Sales experience with DoD focus on Army, CENTCOM, EUCOM, AFRICOM, and SOUTHCOM, a strong rolodex of federal decision makers, and strong technical aptitude in security and IT solutions.

What is the team structure for this role?

The role is part of a growing federal team, working daily with the head of the federal organization, and managing a portfolio of Federal DoD customers.

What makes a strong candidate for this Federal Sales Director role?

Ideal candidates have a demonstrated track record as deal hunters and strong closers, with a rolodex of key decision makers in federal agencies and success selling software solutions into the Federal Government, particularly DoD.

Virtru

Cybersecurity solutions for data protection and privacy

About Virtru

Virtru provides data protection and privacy solutions that ensure secure sharing, storage, and analysis of data throughout its lifecycle. The core of Virtru's offering is the Trusted Data Format (TDF), which allows users to maintain control over their data, ensuring it remains protected and accessible only to authorized individuals, regardless of where it is stored or shared. This platform is utilized by over 20,000 organizations across various sectors, including healthcare, finance, government, and education, to safeguard sensitive information and comply with regulatory requirements. Unlike many competitors, Virtru offers a suite of developer tools that can be integrated into existing applications and systems, allowing organizations to embed data protection seamlessly. The company's goal is to empower organizations to maintain control over their data while preventing breaches and ensuring compliance through subscription-based services and licensing agreements.

Washington, District of ColumbiaHeadquarters

2012Year Founded

$131.8MTotal Funding

SERIES_CCompany Stage

CybersecurityIndustries

51-200Employees

Benefits

Hybrid Work Options

Unlimited Paid Time Off

Home Office Stipend

Professional Development Budget

Company Social Events

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

401(k) Company Match

Stock Options

Risks

Potential over-reliance on Google Cloud could pose risks if partnership dynamics change.

Departure of key figure Rob McDonald might impact product development momentum.

Rapid public sector expansion increases exposure to regulatory scrutiny and compliance challenges.

Differentiation

Virtru's Trusted Data Format offers persistent data protection across all storage and sharing platforms.

The company provides seamless integration with Google Workspace, enhancing data security for users.

Virtru's solutions are trusted by over 20,000 organizations across various industries.

Upsides

Increased demand for zero-trust security solutions boosts Virtru's market potential.

Recognition through multiple awards enhances Virtru's credibility and client attraction.

Expansion in the public sector indicates strategic growth and new opportunities.

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