Federal Business Development Director (Washington, DC area)

About Fortanix

In today's world, where data spreads across various clouds and devices, traditional security measures aren't enough. Businesses and Government need a dynamic approach to defend against constant cyber threats and ensure agile data security. Fortanix leads the way in data-centric cybersecurity for hybrid multicloud environments, using advanced cryptography, encryption, PQC and Confidential AI solutions.  

In an era where customers want solutions that allow their AI models to be close to the sensitive data they keep on premises, a unique solution is required.  Fortanix harnesses the power of memory-encryption based Confidential Computing to protect AI data, applications and proprietary models all the way through their lifecycle:  At-Rest, In-Motion and In-Use, ie at runtime.  Fortanix is the only company that can do this.  Our Confidential AI solution, developed in conjunction with NVIDIA allows enterprises, agencies and AI Factories to protect data, applications and models using secure multi-tenancy and data sovereignty capabilities.   

Our commitment to solving the world’s toughest data security challenges has earned Fortanix multiple Cybersecurity Excellence and Innovation Awards, as well as recognition from industry giants such as NVIDIA, Dell, HPE, Intel, Supermicro, Crowdstrike, Redhat and VAST Data.   

Our team includes industry leaders and cryptography experts, creating a culture of trust, innovation and collaboration where every voice is valued. Recognized as a Great Place to Work, we're looking for passionate individuals to help us shape the future of data security and work towards a safer digital future. 

Job Description

Fortanix is in search of a Federal Business Development Director that is a proven sales leader to drive the expansion of our team and business across the Federal segments focused on national security. Reporting to the Chief Revenue Officer, we’re looking for a unique individual that wants to be on the leading edge of security data and Generative AI models for these critical mission oriented groups.   demonstrated expertise at finding opportunities and driving revenue opportunities, as well as managing large agency accounts on both the civilian side and in the IC & adjacent Defense  segments.  

The ideal candidate will bring a track-record of consistent overachievement as an Federal seller, and experience leading a team that is skilled in selling into the civilian, IC and DOD segments. We’re looking for a hands-on business leader who wants to be directly involved in key deals, in addition to coaching and team-building. As a member of Fortanix’s leadership, you’ll serve as a strategic partner across the broader GTM organization, providing guidance on account strategy, deal prioritization, and value-selling best practices. Experience working in a tech startup environment is a strong preference. 

Role Responsibilities 

As a Federal Business Development Director reporting to the CRO, you will own, drive, & be rewarded for your business. 

You will: 

• Develop and execute territory account plans to achieve quota responsibilities for your team and the region through direct selling and partners. 

• Drive a best-in-class sales methodology framework which includes rigorous qualification and navigation of complex Federal deals. 

• Manage effective working relationships with Strategic Alliances, Federal Resellers, FSIs, Sales Engineers, Consulting Professionals, Sales Development, Marketing & your own network to identify the best prospects, then develop & qualify the sales pipeline. 

• Champion value and consensus selling across our GTM organization and enable AEs to create their own territory account strategy  

• Engage with other functions across the company, as well as Fortanix’s partner ecosystem, in support of sales pursuits and revenue growth  

• Maintain a strong working knowledge of our core personas, competitors, product offering, and named account 

• Most importantly:  You will identify and develop opportunities to bring Fortanix’s innovative Confidential AI solution to mission oriented agencies that have projects where their data, applications and models must be protected at all times. 

Requirements

Qualifications:

• 5+ years of successful, growth-oriented sales experience in key security agencies and SI’s.  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 (ideally the DOD/IC) and increasing revenue through net-new customer acquisition, working with and through strategic partner channels (FSIs, Partners, Consultants etc). 
• Demonstrated ability to sell to CXO, technical buyers, and Line of Business, successfully emphasizing business value versus product  
• Excellent presentation, negotiation, and executive engagement skills  
• Coaching direct and indirect team members on strategies to drive sales wins  
• Accurate reporting on sales activity and forecasting; consistent monitoring of the sales activity of the team, and tracking of results  
• Bachelor's degree; MBA preferred or relevant experience  

What we value 

• We value a growth mindset. High-performing creative individuals who dig into problems and see the opportunities for success 
• We believe in individuals who seek truth and speak the truth and can be their whole selves at work. 
• We value all of you that believe improving is always possible. At Fortanix everything is a work in progress – we can do better at everything.  
• We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company. 

Benefits

What we offer:

• We offer a collaborative work environment, amazing equity, great benefits, competitive salary, and the opportunity to redefine cloud computing.  
• 100% employer paid base plans for health, dental and vision
• Short and Long Term Disability
• Life Insurance
• Unlimited PTO (it’s between you and your work!)
• The week off between Christmas and New Year's Day
• 40 hours of Volunteer Time Off/year 
• Internet stipend 
• Friendly culture that brings the best out of everybody 
• 401k 

Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity or commissions. We offer the following benefits: Medical, Dental, Vision, Life Insurance, Retirement Savings, Wellness Program, Short-and Long-Term Disability, Holidays, and more. The compensation for this role is $275,000 - $350,000 / Year. 

Fortanix is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace with equal opportunity for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast growing, exciting working environment – we encourage you to apply!