About the role
About Virtru:
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.
Compensation: $180,000-190,000/year + variable compensation
Team & Position Details:
As Virtru continues to rapidly grow its U.S. public sector presence, we are recruiting an experienced DoD Sales Executive to join our expanding federal team. This role will serve as a primary commercial resource for Virtru's Department of Defense customers, spanning all military branches, combatant commands, and defense agencies. The ideal candidate brings deep DoD relationships, a proven enterprise software sales track record, and a strong command of the defense security and data protection landscape.
As a DoD Sales Executive, your responsibilities will include:
- 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
Skills that will help you thrive in this role:
- 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
Virtruvian qualities that will set you up for success:
- 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.
Perks & Benefits:
At Virtru, we believe people do their best work when their wellbeing is put first. This is why we make your wellbeing our priority with a thoughtful and holistic program that encompasses Occupational, Mental, Social, Physical, and Environmental Wellness by offering benefits such as…
- 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.
In addition to wellbeing, Virtru places a strong emphasis on diversity, belonging, and inclusion. Our DB&I Council is dedicated to fostering an inclusive workplace and making the psychological safety of each and every one of our teammates a top priority.
Additional perks include:
- Competitive compensation
- Generous parental, medical, and bereavement policies
- Uncapped commissions for Sales roles
- 401K contribution and stock options
- Full medical, dental, and vision benefits
- New Hire Swag and IT Welcome boxes
- Structured semi-annual 360° performance reviews
Virtru is committed to building an inclusive environment for people of all backgrounds and everyone is encouraged to apply. Virtru is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender, religion, disability, national origin, protected veteran status, age, or any other status protected by applicable national, federal, state, or local law.
