Federal Business Development Director

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Propel the growth of Fortanix's team and business within Federal segments with a focus on national security.

• Report directly to the Chief Revenue Officer.

• Formulate and implement territory account plans to meet quota obligations for the team and region through direct sales and partnerships.

• Establish a top-tier sales methodology framework, which includes thorough qualification and navigation of intricate Federal deals.

• Cultivate relationships with Strategic Alliances, Federal Resellers, FSIs, Sales Engineers, Consulting Professionals, Sales Development, Marketing, and personal networks to pinpoint prospects and develop a qualified pipeline.

• Advocate for value and consensus selling throughout the go-to-market organization.

• Empower Account Executives to devise territory account strategies.

• Collaborate with cross-functional teams and Fortanix's partner ecosystem to bolster sales efforts and revenue growth.

• Maintain a comprehensive understanding of core personas, competitors, product offerings, and designated accounts.

• Identify and cultivate opportunities to introduce Fortanix's Confidential AI solution to mission-driven agencies.

• Actively participate in significant deals while mentoring and developing the sales team.

• Function as a strategic partner across the wider GTM organization concerning account strategy, deal prioritization, and best practices in value-selling.

⛳️ Requirements

• Over 5 years of proven, growth-focused sales experience in key security agencies and SIs.

• Leadership experience is highly advantageous.

• Residing in the Washington DC area and possessing an active security clearance are strongly preferred.

• Demonstrated success in selling complex solutions, particularly security platform solutions, to the federal government, with a preference for the DOD/IC.

• Experience in driving revenue through the acquisition of new customers and strategic partner channels, including FSIs, partners, and consultants.

• Proven ability to engage with CXO, technical buyers, and Line of Business, emphasizing business value over product features.

• Exceptional presentation, negotiation, and executive engagement skills.

• Experience in coaching both direct and indirect team members on strategies for achieving sales victories.

• Accurate tracking of sales activities and forecasting.

• Regular monitoring of team sales activities and result tracking.

• Bachelor's degree required.

• MBA is preferred or relevant experience is acceptable.

• Experience in a tech startup environment is strongly preferred.

🏝️ Benefits

• Collaborative work environment.

• Outstanding equity options.

• Comprehensive benefits package.

• Competitive salary.

• 100% employer-covered base plans for health, dental, and vision.

• Short and Long Term Disability coverage.

• Life Insurance.

• Unlimited Paid Time Off (PTO).

• A week off between Christmas and New Year's Day.

• 40 hours of Volunteer Time Off per year.

• Internet stipend.

• Supportive culture that fosters the best in everyone.

• 401k plan.

• Medical, Dental, Vision, Life Insurance, Retirement Savings, Wellness Program, Short-and-Long-Term Disability, and Holidays.