Federal Business Development Director (Washington, DC area)

Federal Business Development DirectorFortanix 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 ResponsibilitiesAs 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 strategyEngage with other functions across the company, as well as Fortanix's partner ecosystem, in support of sales pursuits and revenue growthMaintain a strong working knowledge of our core personas, competitors, product offering, and named accountMost 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.