Federal Business Development Director (Washington, DC area)
About The Position
Fortanix is seeking a Federal Business Development Director to drive the expansion of its business across Federal segments, focusing on national security. This role reports to the Chief Revenue Officer and requires an individual passionate about cutting-edge security data and Generative AI models for critical mission-oriented groups. The ideal candidate will have demonstrated expertise in identifying opportunities, driving revenue, and managing large agency accounts within civilian, Intelligence Community (IC), and adjacent Defense segments. This is a hands-on leadership position involving direct involvement in key deals, team coaching, and team-building. As a member of Fortanix’s leadership, you will act as a strategic partner to the Go-To-Market (GTM) organization, providing guidance on account strategy, deal prioritization, and value-selling best practices. Experience in a tech startup environment is highly preferred.
Requirements
- 5+ years of successful, growth-oriented sales experience in key security agencies and System Integrators (SIs).
- Proven track record of selling complex solutions (ideally security platform solutions) to the federal government (ideally the DOD/IC).
- Experience increasing revenue through net-new customer acquisition.
- Experience working with and through strategic partner channels (FSIs, Partners, Consultants etc.).
- Demonstrated ability to sell to CXO, technical buyers, and Line of Business, successfully emphasizing business value over product.
- Excellent presentation, negotiation, and executive engagement skills.
- Accurate reporting on sales activity and forecasting; consistent monitoring of team's sales activity and tracking of results.
- Bachelor's degree; MBA preferred or relevant experience.
Nice To Haves
- Leadership experience is a major plus.
- Location in the Washington DC area.
- Active security clearance.
- Experience working in a tech startup environment.
Responsibilities
- Develop and execute territory account plans to achieve quota responsibilities for the team and region through direct selling and partners.
- Drive a best-in-class sales methodology framework, including rigorous qualification and navigation of complex Federal deals.
- Manage effective working relationships with Strategic Alliances, Federal Resellers, FSIs, Sales Engineers, Consulting Professionals, Sales Development, Marketing, and personal network to identify, develop, and qualify sales pipeline.
- Champion value and consensus selling across the GTM organization and enable Account Executives (AEs) to create their own territory account strategy.
- Engage with other functions across the company and Fortanix’s partner ecosystem to support sales pursuits and revenue growth.
- Maintain a strong working knowledge of core personas, competitors, product offerings, and named accounts.
- Identify and develop opportunities to bring Fortanix’s innovative Confidential AI solution to mission-oriented agencies with projects requiring data, application, and model protection at all times.
Benefits
- Collaborative work environment
- Amazing equity
- Great benefits
- Competitive salary
- 100% employer paid base plans for health, dental and vision
- Short and Long Term Disability
- Life Insurance
- Unlimited PTO
- The week off between Christmas and New Year's Day
- 40 hours of Volunteer Time Off/year
- Internet stipend
- Friendly culture
- 401k
- Medical, Dental, Vision, Life Insurance, Retirement Savings, Wellness Program, Short-and Long-Term Disability, Holidays
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What This Job Offers
Job Type
Full-time
Career Level
Director
