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Federal Sales Director

Sales | Washington, DC | Full Time

Job Description

About Virtru

Virtru is a data security company that eliminates the tradeoff between data protection and ease of use. More than 8,000 organizations trust the Virtru Data Protection platform to easily protect and control sensitive information regardless of where it’s been created, stored or shared.

Virtru seamlessly integrates into platforms like Microsoft Office 365, Google G Suite, and other SaaS applications to make it easy to create and consume protected content. Virtru is Google's only recommended partner for encryption and data protection and was recently selected by Microsoft as one of only 11 companies for its prestigious Accelerator program for high growth partners.

Virtru recently raised a $37.5M funding round led by Iconiq capital and is privately held with investments from ICONIQ, Bessemer Venture Partners, New Enterprise Associates, Samsung and others.

Read the full Virtru story featured in Fortune.


About the Role

As Virtru continues to grow rapidly worldwide, we are seeking an experienced Director of Federal Sales to help us position our offering here at home. We have landed key lighthouse customers in the Federal Government and have completed the federal certifications required to begin to scale revenue. This position will be our first hire dedicated to the federal market and will be a key addition to help us develop our strategy to drive significant revenue growth.

The ideal candidate will have a rolodex of key decision makers and influencers within federal agencies as well as demonstrated success selling software solutions into the Federal Government.


Responsibilities will include (but not limited to) the following:

  • Work with the VP of Sales to develop the federal sales strategy

  • Build and maintain an annualized plan to achieve quota

  • Consistently meet or exceed your assigned quota

  • 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

  • Find and develop detailed responses to win relevant RFPs



  • Minimum 7 years of sales experience within the Federal IT service solutions environment

  • DOD and Civilian Agency experience strongly desired

  • A strong rolodex of key decision makers and influencers in the federal governemnt

  • Must be a deal hunter and closer with a demonstrated track record of success

  • Strong technical understanding 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

  • Ability to think strategically and act tactically to create opportunity momentum

  • Excellent negotiation skills

  • Structured and well organized; ability to prioritize and forecast accurately

  • Socially mature and easy to communicate with, team player

  • Strong presentation skills

  • Previous start-up experience is recommended

  • Experience with is strongly preferred