Deal Desk Director

Virtru•Washington, DC

About The Position

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. As a Deal Desk Director, you will be reporting to the VP of Operations, you will be responsible for the operational execution and excellence of Virtru's deal desk function. This senior role will serve as the central advisor and coordinator for all complex public sector deals, ensuring that deals are structured to meet customer needs while adhering to Virtru's financial, legal, and strategic guidelines.

Requirements

7+ years experience in Sales Operations, Deal Desk, Finance, or related roles in enterprise software
Demonstrated ability to work across Sales, Finance, Legal, and Engineering teams
Hands-on experience with CRM and CPQ tools (Salesforce CPQ or similar)
Deep understanding of SaaS licensing, support packages, and services
Highly organized with strong project management skills
Excellent communication and negotiation abilities
Creative problem solver who can find solutions to novel challenges
Thinking outside of the box to respectfully challenge your 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.

Nice To Haves

Prior exposure to public sector or government contracting highly desired

Responsibilities

Deal Coordination & Structuring – Lead end-to-end process for deals requiring special handling
Pricing Strategy & Approval Governance – Develop and enforce pricing and discounting policies; manage quote approval matrix
Contract and Compliance Oversight – Ensure compliance with government contracting regulations and Virtru's standards
Cross-Functional Leadership – Act as point of contact for all internal teams in the deal process
Process & Tools Management – Own Deal Desk workflow and continuously improve it; maintain SLAs and produce reporting
Executive Reporting and Strategic Input – Provide regular updates to senior leadership on major deals and systemic issues

Benefits

A Flexible PTO policy — we strongly encourage you to take time off (in addition to 14 holidays) to ensure that you are getting the proper time needed to unplug and recharge.
A $1,500 annual Learning & Development Stipend focused on providing you the resources to continually learn and professionally grow.
Frequent company-sponsored team celebrations that provide ample opportunities to connect with teammates and be social!
Access to an Employee Assistance Program
Access to Headspace, a mental health app tailored to your specific needs.
A flat 3% contribution to your retirement account
A high degree of flexibility — Have an appointment, errand, or family emergency to take care of? Hop to it! We give you the time and space to take care of you and your own first.
Competitive compensation
Generous parental, medical, and bereavement policies
401K contribution and stock options
Full medical, dental, and vision benefits
New Hire Swag and IT Welcome boxes
Structured semi-annual 360° performance reviews