Global Public Sector Defense Industrial Base Account Executive

Virtru•Washington, DC

11h•$150,000 - $200,000•Remote

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.

Requirements

Active clearance required (TS/SCI preferred)
Willingness to travel (<50%)
10+ years of enterprise software or cybersecurity sales experience; significant DIB experience required
Deep familiarity with the DIB ecosystem, including prime contractors and Tier 1/2/3 subcontractors
Strong understanding of CMMC 2.0 requirements, CUI handling standards, and DFARS clause 252.204-7012
Familiarity with NIST SP 800-171 and its relationship to CMMC Level 2 and Level 3 compliance
Established network of relationships with CISOs, compliance officers, and program managers across the DIB
Strong technical aptitude in cybersecurity, data protection, and IT solutions
Familiarity with ICAM/IdAM frameworks, including PKI, RBAC, and ABAC
Understanding of how sensitive DoD data flows between government and industry, and the associated security and legal obligations
Ability to speak credibly to both technical and compliance/legal audiences within DIB organizations
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
Excellent sales pipeline hygiene skills

Nice To Haves

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.

Responsibilities

Own and grow a portfolio of DIB accounts spanning prime contractors, subcontractors, and defense suppliers
Build and execute an annualized territory plan to consistently meet and exceed quota
Develop and maintain relationships with CISOs, CIOs, program managers, compliance officers, and general counsels across DIB organizations
Lead and grow partnerships with CMMC-focused Managed Service Providers (MSPs), C3PAOs, system integrators, and resellers
Employ consultative sales skills to help DIB customers understand and address their CUI protection, secure collaboration, and CMMC compliance requirements
Drive proposal creation, pricing strategy, and competitive positioning for DIB opportunities
Develop compelling responses to commercial RFPs and RFQs from DIB primes and their supply chains
Assist with product demonstrations and technical discussions focused on CUI protection and CMMC compliance