About Virtru:
While the rest of the security industry obsesses over locking data down to prevent it from being lost or stolen, we're doing something fundamentally different at Virtru. We're setting data free so that you can intentionally share it with others, but without sacrificing security, privacy, or control.
We've created both a suite of powerful data protection applications and an open platform that's sparking an ecosystem of innovation. Through the Trusted Data Format (TDF) open standard, we're not just protecting data; we're creating a new paradigm where security enables sharing rather than preventing it.
Think of us as the Android of data protection: a robust platform with an open core that developers and partners can build upon, coupled with our own best-in-class applications that showcase what's possible when you reimagine security from the ground up.
Backed by Iconiq Capital, Bessemer Venture Partners, Foundry Capital, and Tiger Global, we're helping Fortune 500 companies and government agencies discover that true data security means having the freedom to share, collaborate, and innovate — without compromise.
Compensation: $180,000–$190,000/year + variable compensation
Team & Position Details:
As Virtru's data-centric security solutions become increasingly mission-critical across the U.S. Intelligence Community, we are seeking an experienced Intelligence Community (IC) Sales Executive to lead and grow our IC presence. This role is the primary commercial resource for Virtru's IC customers and requires a candidate with active clearances, deep community relationships, and a sophisticated understanding of the unique procurement, classification, and data-handling requirements of the IC.
- As an IC Sales Executive, your responsibilities will include:
- Own and grow a portfolio of IC accounts spanning the 18 member agencies of the Intelligence Community
- Build and execute an annualized territory and account plan to consistently meet and exceed quota
- Develop and maintain relationships with mission owners, program managers, and technical decision makers across IC agencies
- Build and manage partnerships with IC-focused integrators, mission partners, and resellers
- Navigate complex and classified procurement environments and IC-specific acquisition vehicles
- Shape requirements and influence program strategies through consultative, solution-oriented selling
- Lead proposal development and drive competitive positioning on IC opportunities
- Support product demonstrations and technical discussions within cleared environments
Skills that will help you thrive in this role:
- TS/SCI required; Full Scope Polygraph (FSP) strongly preferred; CI Polygraph minimum
- Willingness to travel (<50%)
- 10+ years of enterprise software sales experience within the IC
- Deep, established relationships across IC agencies (e.g., CIA, NSA, DIA, NGA, NRO)
- Strong understanding of IC-specific data handling requirements, classification regimes, and compartmentalization practices
- Familiarity with IC procurement vehicles, contracting mechanisms, and IC-specific budgeting cycles
- Technical aptitude in cybersecurity, data protection, and end-to-end encryption solutions
- Familiarity with ICAM/IdAM in classified environments, including PKI and attribute-based access control (ABAC)
- Familiarity with ICD standards, IC security policies, and community accreditation processes
- Ability to present and engage within SCIF environments and classified settings
- Must be a deal hunter and strong closer with a demonstrated track record of success in the IC
- Excellent sales pipeline hygiene skills
Virtruvian qualities that will set you up for success:
- Thinking outside of the box to respectfully challenge teammates and managers in the pursuit of excellence
- Strong sense of urgency with an action-oriented mindset
- Able to collaborate and adapt to shifting priorities as business needs evolve
- Comfortable with asynchronous communication including Slack, email, Zoom, etc.
Perks & Benefits:
At Virtru, we believe people do their best work when their wellbeing is put first. This is why we make your wellbeing our priority with a thoughtful and holistic program that encompasses Occupational, Mental, Social, Physical, and Environmental Wellness by offering benefits such as…
- A Flexible PTO policy — we strongly encourage you to take time off (in addition to 14 holidays) to ensure that you are getting the proper time needed to unplug and recharge.
- A $1,500 annual Learning & Development Stipend focused on providing you the resources to continually learn and professionally grow.
- Frequent company-sponsored team celebrations that provide ample opportunities to connect with teammates and be social!
- Access to an Employee Assistance Program
- Access to Headspace, a mental health app tailored to your specific needs.
- A flat 3% contribution to your retirement account
- A high degree of flexibility — Have an appointment, errand, or family emergency to take care of? Hop to it! We give you the time and space to take care of you and your own first.
In addition to wellbeing, Virtru places a strong emphasis on diversity, belonging, and inclusion. Our DB&I Council is dedicated to fostering an inclusive workplace and making the psychological safety of each and every one of our teammates a top priority.
Additional perks include:
- Competitive compensation
- Generous parental, medical, and bereavement policies
- Uncapped commissions for Sales roles
- 401K contribution and stock options
- Full medical, dental, and vision benefits
- New Hire Swag and IT Welcome boxes
- Structured semi-annual 360° performance reviews
Virtru is committed to building an inclusive environment for people of all backgrounds and everyone is encouraged to apply. Virtru is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender, sexual orientation, gender identity or expression, religion, disability, national origin, protected veteran status, age, or any other status protected by applicable national, federal, state, or local law.
