[Hiring] Federal Business Development Director @Fortanix

Role 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.
• Managing large agency accounts on both the civilian side and in the IC & adjacent Defense segments.
• Track record of consistent overachievement as a Federal seller.
• Experience leading a team skilled in selling into the civilian, IC, and DOD segments.
• Hands-on business leader involved in key deals, coaching, and team-building.
• 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

• 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.
• 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.

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

• 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.
• The compensation for this role is $275,000 - $350,000 / Year.

Company Description

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!