Federal Business Development Director

About Fortanix In today's world, where data spreads across various clouds and devices, traditional security measures aren't enough. Businesses and Government need a dynamic approach to defend against constant cyber threats and ensure agile data security. Fortanix leads the way in data-centric cybersecurity for hybrid multicloud environments, using advanced cryptography, encryption, PQC and Confidential AI solutions.   In an era where customers want solutions that allow their AI models to be close to the sensitive data they keep on premises, a unique solution is required.  Fortanix harnesses the power of memory-encryption based Confidential Computing to protect AI data, applications and proprietary models all the way through their lifecycle:  At-Rest, In-Motion and In-Use, ie at runtime.  Fortanix is the only company that can do this.  Our Confidential AI solution, developed in conjunction with NVIDIA allows enterprises, agencies and AI Factories to protect data, applications and models using secure multi-tenancy and data sovereignty capabilities.    Our commitment to solving the world’s toughest data security challenges has earned Fortanix multiple Cybersecurity Excellence and Innovation Awards, as well as recognition from industry giants such as NVIDIA, Dell, HPE, Intel, Supermicro, Crowdstrike, Redhat and VAST Data.    Our team includes industry leaders and cryptography experts, creating a culture of trust, innovation and collaboration where every voice is valued. Recognized as a Great Place to Work, we're looking for passionate individuals to help us shape the future of data security and work towards a safer digital future.  Job 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, 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 Responsibilities  As 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 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, a