Global Public Sector Department of War Account Executive

Virtru•Washington, DC

9d•$150,000 - $210,000•Remote

About The Position

Virtru is fundamentally changing the data security landscape by enabling secure data sharing rather than just preventing data loss. They offer a suite of data protection applications and an open platform based on the Trusted Data Format (TDF) open standard. Virtru aims to create a new paradigm where security facilitates sharing. Backed by prominent investors, Virtru serves Fortune 500 companies and government agencies, emphasizing that true data security allows for freedom in sharing, collaboration, and innovation without compromise.

Requirements

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

Responsibilities

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