Global Public Sector Department of War Account Executive

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.

• →Manage and grow a portfolio of DoD accounts spanning military branches, combatant commands, and defense agencies
• →Build and execute an annualized territory plan designed to consistently meet and exceed quota
• →Develop and maintain relationships with key decision makers across OSD, the Joint Staff, military departments, and COCOMs
• →Lead and grow partnerships with DoD-focused VARs, system integrators, and mission partners
• →Employ consultative sales strategies to shape requirements and guide acquisition strategy
• →Drive proposal creation, pricing strategy, and Cost Volume development for competitive DoD procurements
• →Develop compelling responses to DoD RFPs, RFIs, and Sources Sought notices
• →Assist with product demonstrations and technical discussions with prospects and customers

• TS/SCI clearance required
• Willingness to travel (<50%)
• 10+ years of enterprise software sales experience within the DoD
• Deep familiarity with DoD acquisition processes, contracting vehicles (GWACs, IDIQs, OTAs), and procurement cycles
• Established relationships across multiple military branches and combatant commands
• Strong technical aptitude in cybersecurity, data protection, and IT solutions
• Familiarity with DoD accreditation processes (RMF, ATO, FedRAMP, IL4/IL5/IL6)
• Familiarity with ICAM/IdAM frameworks, including PKI, RBAC, and ABAC in DoD environments
• Ability to conduct "2-legged" sales calls while collaborating closely with the Sales Engineering team
• Strong understanding of DoD-specific compliance requirements (CMMC, DFARS, DISA STIGs)
• 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
• Strong presentation skills with exceptional written and verbal communication
• Excellent sales pipeline hygiene skills

• Thinking outside of the box to respectfully challenge 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.