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Salary: USD 275,000 - 350,000 / annual
Fortanix is a cybersecurity company specializing in data-centric security for hybrid multicloud environments, using advanced cryptography, encryption, post-quantum cryptography (PQC), and Confidential AI solutions. The company is known for its memory-encryption based Confidential Computing technology that protects AI data, applications, and proprietary models throughout their lifecycle—at rest, in motion, and in use.
You will serve as Federal Business Development Director reporting directly to the Chief Revenue Officer. This is a leadership role focused on driving revenue expansion across federal segments with emphasis on national security, civilian agencies, intelligence community (IC), and Department of Defense (DOD) customers.
Key responsibilities include:
- Developing and executing territory account plans to achieve quota targets through direct selling and partner channels
- Driving a best-in-class sales methodology for complex federal deals with rigorous qualification processes
- Managing relationships with strategic alliances, federal resellers, federal systems integrators (FSIs), sales engineers, and consulting professionals to build and qualify pipeline
- Championing value and consensus selling across the go-to-market organization
- Enabling account executives to develop their own territory strategies
- Engaging cross-functionally and with Fortanix's partner ecosystem to support sales pursuits
- Identifying opportunities to bring Fortanix's Confidential AI solution to mission-oriented agencies
- Coaching direct and indirect team members on sales strategies and deal execution
- Maintaining strong knowledge of core personas, competitors, product offerings, and named accounts
You will be a hands-on business leader directly involved in key deals while building and coaching a team skilled in selling to civilian, IC, and DOD segments.
**Requirements:**
- 5+ years of successful, growth-oriented sales experience in key security agencies and system integrators; leadership experience is a major plus
- Location in the Washington DC area and an active security clearance are highly desired
- Proven track record of selling complex solutions (ideally security platform solutions) to the federal government, particularly DOD/IC, with demonstrated success in net-new customer acquisition through strategic partner channels (FSIs, partners, consultants)
- Demonstrated ability to sell to C-suite, technical buyers, and line-of-business stakeholders, emphasizing business value over product features
- Excellent presentation, negotiation, and executive engagement skills
- Ability to coach direct and indirect team members on sales strategies
- Strong sales activity reporting, forecasting, and team performance tracking
- Bachelor's degree required; MBA preferred or relevant equivalent experience
