Global Public Sector Defense Industrial Base Account Executive

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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 : $150,000-$200,000/year + variable compensation Team & Position Details : As CMMC 2.0 compliance requirements accelerate across the defense supply chain and the protection of Controlled Unclassified Information (CUI) becomes an urgent priority, Virtru is uniquely positioned to serve the Defense Industrial Base. We are seeking an experienced DIB Sales Director to drive adoption of Virtru's data-centric security solutions across prime contractors, subcontractors, and defense suppliers. This role requires a candidate with deep knowledge of the DIB ecosystem, a strong understanding of CUI and CMMC requirements, and an established network of relationships across the defense supply chain. As a DIB Sales Executive, your responsibilities will include: 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 Skills that will help you thrive in this role : Active clearance required (TS/SCI preferred) Willingness to travel ( 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 Virtruvian qualities that will set you up for success : 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.

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