Fortanix is seeking a Federal Business Development Director who has a proven track record as a sales leader to grow the team and business across Federal segments centered on national security. This role reports to the Chief Revenue Officer and targets individuals interested in working at the forefront of security data and Generative AI models for mission-oriented groups. The candidate should demonstrate expertise in identifying opportunities and generating revenue, along with managing large agency accounts on both the civilian side and in the IC and adjacent Defense segments. The ideal applicant has a consistent history of overachieving as a Federal seller and experience leading a team skilled in selling to the civilian, IC and DOD segments. A hands-on business leader who wants direct involvement in key deals alongside coaching and team-building is preferred. As part of Fortanix's leadership, you will act as a strategic partner across the broader GTM organization, offering guidance on account strategy, deal prioritization and value-selling best practices. Experience in a tech startup environment is a strong preference. As Federal Business Development Director reporting to the CRO, you will own, drive and be compensated for your business. Responsibilities include developing and executing territory account plans to meet quota for your team and region through direct selling and partners; driving a best-in-class sales methodology framework with rigorous qualification and navigation of complex Federal deals; managing effective working relationships with Strategic Alliances, Federal Resellers, FSIs, Sales Engineers, Consulting Professionals, Sales Development, Marketing and your own network to identify the best prospects and build the sales pipeline; championing value and consensus selling across the GTM organization and enabling AEs to create their own territory account strategy; engaging with other functions across the company and Fortanix's partner ecosystem in support of sales pursuits and revenue growth; maintaining strong working knowledge of core personas, competitors, product offerings and named accounts. Most importantly, identifying and developing opportunities to bring Fortanix's Confidential AI solution to mission-oriented agencies whose data, applications and models must be protected at all times. Qualifications include 5+ years of successful, growth-oriented sales experience in key security agencies and SIs, with leadership experience a major plus. Location in the Washington DC area and an active security clearance are highly desired. A 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 via strategic partner channels (FSIs, Partners, Consultants etc) is required. The ability to sell to CXO, technical buyers and Line of Business while emphasizing business value over product, excellent presentation, negotiation and executive engagement skills, coaching direct and indirect team members on strategies to drive sales wins, and accurate reporting on sales activity and forecasting with consistent monitoring of team sales activity and result tracking are expected. A Bachelor's degree is required; MBA preferred or relevant experience. Benefits include a collaborative work environment, equity, great benefits, competitive salary and the opportunity to redefine cloud computing. Specific offerings are 100% employer paid base plans for health, dental and vision; Short and Long Term Disability; Life Insurance; Unlimited PTO; the week off between Christmas and New Year's Day; 40 hours of Volunteer Time Off/year; Internet stipend; a friendly culture; and 401k. Base salary may vary based on factors such as location, skills and relevant experience, and some positions may include additional compensation in the form of bonus, equity or commissions. Additional benefits listed are Medical, Dental, Vision, Life Insurance, Retirement Savings, Wellness Program, Short-and Long-Term Disability and Holidays. The compensation for this role is $275,000 - $350,000 / Year. Fortanix is an equal opportunity employer committed to creating an inclusive workplace with equal opportunity for all applicants and teammates, recruiting from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status.

Federal Business Development Director

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