Federal Business Development Director

About the role

Fortanix is seeking a Federal Business Development Director to lead the expansion of business across federal segments focused on national security. This role involves driving revenue growth, managing agency accounts, and coaching a team to sell complex security solutions. The successful candidate will serve as a strategic partner within the GTM organization to develop territory plans and secure new customer acquisitions.

Responsibilities

• Develop and execute territory account plans to achieve quota responsibilities through direct selling and partners.
• Drive a best-in-class sales methodology framework including rigorous qualification and navigation of complex Federal deals.
• Manage effective working relationships with Strategic Alliances, Federal Resellers, FSIs, Sales Engineers, and Consulting Professionals to identify prospects and qualify the sales pipeline.
• Champion value and consensus selling across the GTM organization and enable AEs to create territory account strategies.
• Engage with internal functions and the partner ecosystem to support sales pursuits and revenue growth.
• Maintain a strong working knowledge of core personas, competitors, product offerings, and named accounts.

Required skills

• Business Development
• Federal Sales
• Cybersecurity
• Strategic Planning
• Account Management
• Value Selling
• Sales Forecasting
• Team Leadership

Nice to have

• Confidential Computing
• Generative AI
• Startup Experience

Qualifications

• Bachelor's degree
• 5+ years of successful, growth-oriented sales experience in key security agencies and SIs
• Proven track record of selling complex solutions to the federal government

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Short and Long Term Disability
• Life Insurance
• Unlimited PTO
• Volunteer Time Off
• Internet stipend
• 401k

About the Company

Fortanix leads the way in data-centric cybersecurity for hybrid multicloud environments, using advanced cryptography, encryption, PQC and Confidential AI solutions. Recognized as a Great Place to Work, the company fosters a culture of trust, innovation and collaboration.