• Identify and engage potential clients in the French market. • Lead the sales process from first contact to closing. • Own the full sales cycle for assigned markets. • Generate new business through outbound prospecting. • Qualify and convert interested prospects into demos and trials. • Adapt presentations to specific pain points of each prospect. • Maintain a healthy pipeline of qualified opportunities. • Build and nurture client relationships through follow-ups and upsell opportunities. • Collaborate with cross-functional teams (Marketing, Customer Support, and Product).

• Initiate meaningful conversations with potential clients • Working from our comprehensive inhouse CRM system • Arranging appointments for Corporate Directors once a Business Owner expresses interest in taking the conversation further • Deliver top-notch service with empathy, diligence, and speed, ensuring an impeccable customer experience

Role Description As Virtru continues its rapid expansion across the U.S. federal government, we are seeking an experienced Federal Civilian Sales Executive to lead and grow our presence across civilian federal agencies. This role is the primary commercial resource for Virtru's civilian federal customers, spanning agencies such as DHS, DOJ, HHS, the Department of State, Treasury, Commerce, and beyond. The ideal candidate has a deep understanding of civilian agency procurement, compliance requirements, and mission needs — and a strong network of relationships to draw from on day one. - Manage and grow a portfolio of civilian federal agency accounts - Build and execute an annualized territory and account plan to consistently meet and exceed quota - Develop and maintain relationships with key decision makers, CIOs, CISOs, and influencers across civilian federal agencies - Lead and grow partnerships with civilian-focused VARs, GSA schedule holders, and system integrators - Employ consultative sales skills to shape agency requirements and guide acquisition strategy - Drive proposal creation and pricing strategy for civilian federal procurements - Develop compelling responses to RFPs, RFIs, and RFQs across GSA schedules and government-wide acquisition vehicles - Assist with product demonstrations and technical discussions with agency stakeholders Qualifications - Active Public Trust or Secret clearance required; TS preferred - Willingness to travel (<50%) - 10+ years of enterprise software sales experience within the federal civilian market - Deep familiarity with civilian agency procurement processes, including GSA MAS schedules, BPAs, BOAs, and GWACs - Established network of relationships across multiple civilian federal agencies - Strong understanding of FedRAMP authorization processes and FISMA compliance requirements - Technical aptitude in cybersecurity, data protection, and IT solutions - Familiarity with ICAM/IdAM frameworks, including PKI, RBAC, and ABAC in federal civilian contexts - Familiarity with NIST RMF, ATO processes, and civilian federal compliance frameworks - Strong understanding of SaaS software sales within the federal market - Must be a deal hunter and strong closer with a demonstrated track record of success - Structured and well-organized; ability to prioritize and forecast accurately - Strong presentation skills with exceptional written and verbal communication - Excellent sales pipeline hygiene skills Benefits - 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. - 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

Role Description In this role, you will partner with internal new business development, engineering and professional services teams and will strive to find new strategic solutions for our existing customers that will expand and grow our existing book of business. This role involves extensive travel to build and maintain relationships with key customer stakeholders. You will regularly conduct relationship reviews alongside your operations team peers who support these customers, and you will take the lead in developing and executing solution strategies for your accounts. We expect you to help mentor less experienced sales team members and key delivery resources; to identify new opportunities for Bailiwick; and to be a part of our process to implement positive change in our business. In addition, you will serve as a positive leader and role model, helping Bailiwick successfully achieve our long-term vision and promote and utilize the Value Selling methodology in every aspect of your selling process and customer relationship development. Your Impact - Sales / Account Management - Have significant knowledge of Bailiwick’s services and capabilities. - Serve as the primary resource in educating prospects and customers on Bailiwick’s services and capabilities, history and technology trends relevant to the customers. - Create quick, concise verbal and written statements to capture and maintain the attention of key stakeholders. - Identify, pursue and open new prospect relationships and revenue streams that have current and future unmet needs for Bailiwick’s service. - Build and maintain long-term customer relationships through a creative and proactive Value Selling approach, constantly identify ways for Bailiwick to add value to our customers. - Define and execute clear sales strategies for pursuing prospects through calling, value proposition communications, professional networking and brokered introductions from existing customer relationships. - Define and execute clear sales strategies for identifying good Bailiwick “fit” prospects. - Utilize research tools to get a good understanding of the customer’s business, goals, and initiatives so that they can deliver convincing TUFA business fit presentations. - Quickly assess and identify decision makers and secure audiences with them. - Patient yet persistent. Does not take no for an answer, specifically from gatekeepers such as procurement. - Communicate with confidence and ease about customer’s business, Bailiwick’s services, and the fit between them. - Create and deliver professional presentations for business fit and, in some cases, solution fit presentations. - Creates efficient and robust itineraries of sales appointments to maximize travel. - Able to navigate the initial opportunity discovery meeting with the customer without assistance from others. - Create convincing executive summary overviews for proposals. - Responsible for reviewing and editing content for all proposals. - Responsible for understanding the financial model of proposals and leading the negotiation with the customer. - Actively lead the process to develop customer proposal, RFQ, and/or RFI responses. - Annually achieve a minimum of $5 million in revenue at targeted margins within 2 years. - Achieve competence in the use of Bailiwick’s technology and tools relevant to the AE role. - Communicate and work well with team members within the sales team and across other departments. - Proactively provide ideas for marketing and sales strategies and new services opportunities based upon prospect and customer interaction. - Fiscally responsible involving travel and expense budgets. - Travel as required for any of the above activities. - Interpersonal Relationships: - Establishing and maintaining interpersonal relationships — developing constructive and cooperative working relationships with others, and maintaining them over time. - Communication - Be comfortable communicating openly and honestly with all members across the organization. - Practice strong verbal and written communication. - Contribute to the growth of the company with new ideas and honest feedback. - Continuously improve the health of the organization. - Maintain internal relationships. - Maintain external relationships as required: Customer contacts. Qualifications - Education: - High School diploma or equivalent required. - Bachelor’s degree or equivalent related experience preferred. - Any relevant certifications a plus. - Basic Qualifications: - Documented and verifiable ability to drive complex sales strategies within large Fortune 500 organizations. - Experience selling solutions to organizations with large, distributed network of locations throughout North America. - Proven history of delivering comparable volumes of revenue – minimally $5M within 2 years with goal of $10M+ within 4 years. - Experience in building brand awareness in new markets, industries and organizations. - Previous experience and success in presenting to a variety of audiences. - Demonstrated experience working through a long sales cycle. - Other Required Knowledge, Skills and Abilities: - Technical knowledge within the following core technology elements: - Physical layer cabling of all platforms (data, voice CCTV/IPVS, paging). - WAN and LAN networks. - Wireless environments (WIPS, 802.11 a/b/g/n, key industry OEM platforms). - Electrical services – basic knowledge of implementation practices. - Exceptional written and verbal communication skills. - Ability to professionally present in front of a variety of audiences, including to “C” level audiences. - Diverse portfolio of decision making contacts across a variety of industries. - Proven history using differentiating sales strategies such as Value Selling. - Proficiency in the Microsoft Suite tools and Prezi. - Ability to operate within a fast-paced and creative environment. - Proficient in customer negotiations and conflict management. - Superior ethics and integrity in all business dealings. - Comfortable with unpredictable workloads and travel. - Ability to manage one's own time effectively. - Any relevant certifications a plus. Position Specifics The initial base salary range for this position is expected to be between $80,000 and $125,000 annually. The final base salary offered will be determined by multiple factors, including, but not limited to, job-related knowledge, depth of experience, skills, certifications, and geographic location. In addition to the base salary, our compensation structure includes variable pay through commissions based on individual sales performance. This means your earning potential can substantially increase based on your sales achievements. ePlus offers a full range of medical, financial, and/or other benefits (including 401(k) eligibility, employee stock purchase program, and various paid time off benefits, such as vacation, sick time, and personal leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an offer of employment is extended. If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. Company Description At ePlus, we believe technology is a people business. Our team is passionate, skilled, and driven to deliver solutions that make a real difference. Join us and be part of a culture that values collaboration, innovation, and extraordinary results. - Corporate Values - Respectful communication and cooperation: We prioritize respectful communication, fostering an environment where everyone is treated with dignity and respect. - Teamwork and employee participation: Collaboration and teamwork thrive through diverse perspectives, both within our teams and in our interactions with our customers. - Work/life balance that supports our employees’ varying needs: We value the well-being of our employees, recognizing that a healthy work-life balance is pivotal to our collective success. - Embracing communities: We embrace and support the communities that nurture us. Our employees' dedication to fostering positive change is a source of immense pride for us. - Commitment to Diversity, Inclusion and Belonging: We are an equal opportunity employer that does not discriminate or allow discrimination based on race, color, religion, sex, sexual orientation, gender identity, age, national origin, citizenship, disability, veteran status, or any other classification protected by federal, state, or local law. - ePlus is dedicated to fostering, cultivating, and preserving a culture that represents diversity, enables inclusion, and makes our employees feel comfortable bringing their full, unique selves to work.