Federal Business Development Director (Washington, DC area)

About the role

Fortanix is seeking an experienced Federal Business Development Director to accelerate growth across the U.S. Federal Government, with a particular focus on national security, the Department of Defense (DoD), and the Intelligence Community (IC).

Reporting directly to the Chief Revenue Officer, you will be responsible for identifying new business opportunities, building strategic agency relationships, and driving revenue growth. You will introduce Fortanix's innovative data security and Confidential AI solutions to mission-critical government environments where protecting sensitive data, applications, and AI models is essential.

The ideal candidate brings a proven track record of winning complex federal opportunities, established relationships within the national security community, and experience navigating federal procurement processes and strategic partner ecosystems. You will play a key role in shaping Fortanix's federal go-to-market strategy, expanding our presence across key agencies, and developing high-value opportunities.

This role is ideal for an entrepreneurial sales professional who thrives in a high-growth technology environment, enjoys building a business, and wants to make a direct impact on the company's success.

What You'll Do

• Drive Federal Revenue Growth: Develop and execute strategic account and territory plans to achieve revenue targets, acquire new federal customers, and expand existing relationships.
• Identify and Win Strategic Opportunities: Prospect, develop, and close complex sales opportunities across civilian agencies, DoD, and the Intelligence Community, with an emphasis on mission-critical data security and Confidential AI solutions.
• Build Executive Relationships: Establish and maintain trusted relationships with senior government decision-makers, technical stakeholders, and key influencers to position Fortanix as a strategic technology partner.
• Leverage the Federal Partner Ecosystem: Collaborate with federal systems integrators (FSIs), resellers, strategic alliances, consultants, and channel partners to generate pipeline and accelerate deal execution.
• Own the Sales Cycle: Lead opportunities from initial prospecting and qualification through solution positioning, negotiation, procurement, and close.
• Shape Federal GTM Strategy: Partner with executive leadership to identify market opportunities, prioritize strategic accounts, and develop approaches to expand Fortanix's federal presence.
• Collaborate Across Teams: Work closely with Sales Engineering, Marketing, Product, and executive leadership to align resources and support successful customer engagements.
• Manage Pipeline and Forecasting: Maintain accurate pipeline reporting, revenue forecasts, and sales activity metrics to ensure predictable business performance.
• Develop Market Expertise: Stay informed about federal customer priorities, competitive solutions, emerging security requirements, and market trends to identify new opportunities for Fortanix.

Qualifications

• 8+ years of successful federal enterprise technology sales or business development experience, with a demonstrated track record of consistently exceeding revenue targets.
• Established relationships and experience selling into national security agencies, particularly within the DoD and Intelligence Community.
• Proven success selling complex enterprise technology solutions, preferably cybersecurity, data security, cloud security, or related platforms.
• Demonstrated ability to independently identify, develop, and close net-new federal business opportunities.
• Strong understanding of federal procurement processes, government contracting, and the federal systems integrator ecosystem.
• Experience building and leveraging strategic relationships with FSIs, resellers, and channel partners to drive revenue growth.
• Ability to engage senior government executives, technical decision-makers, and business stakeholders, translating technical capabilities into compelling mission and business value.
• Strong strategic account planning, opportunity management, negotiation, and executive presentation skills.
• Entrepreneurial mindset with the ability to operate independently, develop new markets, and thrive in a fast-paced, high-growth technology environment.
• Washington, DC metropolitan area location and an active U.S. security clearance strongly preferred.
• Bachelor's degree or equivalent relevant experience; MBA preferred.

What We Value

At Fortanix, we believe that innovation comes from curiosity, collaboration, and a commitment to continuous improvement.

• Growth Mindset: We embrace challenges, think creatively, and seek opportunities to learn and improve.
• Integrity and Transparency: We value people who seek the truth, speak openly, and bring authenticity to their work.
• Continuous Improvement: We believe there is always a better way and encourage everyone to challenge assumptions and drive progress.
• Learning and Collaboration: We foster an environment where employees share knowledge, support one another, and have the tools and opportunities to succeed.

What we offer

• We offer a collaborative work environment, amazing equity, great benefits, and competitive salary
• 100% employer paid base plans for health, dental and vision
• Short and Long Term Disability
• Life Insurance
• Unlimited PTO (it’s between you and your work!)
• The week off between Christmas and New Year's Day
• 40 hours of Volunteer Time Off/year
• Internet stipend
• Friendly culture that brings the best out of everybody
• 401k

• Base salary offers for this position may vary based on factors such as location, skills, and relevant experience.
• Some positions may include additional compensation in the form of bonus, equity or commissions.
• We offer the following benefits: Medical, Dental, Vision, Life Insurance, Retirement Savings, Wellness Program, Short-and Long-Term Disability, Holidays, and more.
• The compensation for this role is $275,000 - $350,000 / Year.