Virtru - 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.

Responsibilities:

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 Operations 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