Federal Business Development Director

About the role

Fortanix is seeking a seasoned Federal Business Development Director to lead growth in the federal and national security segments. Reporting to the CRO, the director will shape sales strategy, build pipelines and expand the company’s footprint in mission‑critical organisations.

Key responsibilities

• Develop and execute strategic territory account plans to meet and exceed sales targets through direct and partner‑driven efforts.
• Implement a rigorous sales methodology that qualifies and navigates complex federal sales cycles.
• Forge and maintain relationships with strategic partners, federal resellers, FSIs, sales engineers, consultants and marketing teams to uncover and qualify opportunities.
• Champion value‑based and consensus selling across the go‑to‑market organisation, enabling Account Executives to craft effective territory strategies.
• Collaborate with internal teams and the Fortanix partner ecosystem to support sales pursuits and accelerate revenue generation.

Required profile

• Minimum five years of sales experience with a proven record of growth in federal security agencies and system integrators.
• Prior leadership experience in a sales capacity is highly advantageous.
• Preferably located in the Washington DC metro area with an active security clearance.
• Demonstrated ability to sell complex security platform solutions to the federal government and to increase revenue via new customers and partner channels.
• Strong executive‑level communication skills, with experience engaging C‑suite, technical buyers and line‑of‑business stakeholders.