Vice President, Public Sector Sales
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.
Team & Position Details:
As Virtru continues to grow rapidly worldwide, we are recruiting an experienced VP of Public Sector Sales to lead our strategic expansion across U.S. federal, international allied governments, and defense markets. This is a pivotal leadership role responsible for executing our global public sector vision while building collaborative bridges between our federal and commercial organizations.
This role will initially focus on scaling our U.S. public sector presence with a strategic lens toward building out Australian and European operations. As we grow, this position will evolve into oversight of regional public sector leaders globally.
As VP of Public Sector Sales, your responsibilities will include:
- Drive strategic direction and execution of Virtru's global public sector sales plan, directly carrying quota with compensation mirroring our commercial structure
- Lead with a collaborative, cross-functional mindset
- Build and manage relationships across U.S. mission partner environments including DISA, Air Force, ODNI, combatant commands, SAPs, and regulatory agencies
- Leverage international partnerships and OCONUS personnel to drive overarching strategy across allied nations and NATO structures
- Lead strategic partnerships with value-added resellers, system integrators, and the defense industrial base
- Foster relationship versatility across Virtru—encouraging distributed relationship ownership rather than sole ownership
- Build annualized plans that maintain a wide funnel approach and consistently meet or exceed quota
- Understand how international industries, partnerships, and in-country engagements can be leveraged to support global growth
Skills that will help you thrive in this role:
- TS Clearance required, SCI preferred
- Willingness to travel (<50%)
- 15+ years of experience in Enterprise Federal Software Sales with demonstrated leadership capability
- Strong DISA background and deep familiarity with mission partner environments (DISA, Air Force, ODNI, SAPs, regulatory agencies)
- Strong understanding of combatant commands, particularly CENTCOM, EUCOM, AFRICOM, and SOUTHCOM
- Understanding of NATO structures and experience working with OCONUS personnel
- Deep understanding of how the defense industrial base integrates with government operations
- A strong network of key decision makers and influencers across federal agencies and international allied governments
- Strategic selling aptitude - ability to think strategically while empowering others to execute tactically
- Secure leadership style - comfortable managing without controlling, delegating relationships, and avoiding bottlenecks
- Strong technical aptitude for security and IT solutions with ability to understand and explain complex technical products
- Familiarity with fundamental elements of ICAM/IdAM (e.g., classification regimes, RBAC, ABAC, PKI)
- Familiarity with Federal and DoD-specific accreditation and certification processes
- Experience with SaaS software sales
- Exceptional communication skills and ability to work "across the aisle" to build consensus
- Strong negotiating abilities and executive presence
- Experience with Salesforce.com
- Previous start-up or high-growth company experience preferred
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.
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, equity, inclusion, and belonging. Our DE&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, sexual orientation, gender identity or expression, religion, disability, national origin, protected veteran status, age, or any other status protected by applicable national, federal, state, or local law.