Global Public Sector Pacific Region Account Executive

Virtru; East Honolulu (HI); On-site; USD 180,000 - 190,000; Full time

Benefits offered by this job

Flexible PTO policy

Learning & Development stipend

Uncapped commissions for Sales roles

401K contribution and stock options

Full medical, dental, and vision

Job summary

Virtru seeks a Pacific Region Sales Executive to lead growth across U.S. Federal, DoD, and international public sector customers in the Indo-Pacific. You will own a portfolio and drive territory planning, strategic engagements, and cross-border deals.

Based on the West Coast or Hawaii, you will cultivate relationships with key decision makers, navigate export controls, and coordinate with legal, compliance, and product teams to ensure compliant, competitive proposals.

Qualifications

• Active clearance required (TS/SCI preferred).
• Residence on West Coast or Hawaii is required.
• 10+ years enterprise software sales experience in DoD; Pacific theater exp preferred.
• Strong relationships with INDOPACOM commands and agencies.
• Strong cybersecurity, data protection, and IT solutions knowledge.
• Understanding of DoD compliance requirements (CMMC, DFARS, DISA STIGs).
• Willingness to travel up to 50% including potential OCONUS travel to Pacific installations.

Responsibilities

• Own and grow a portfolio of U.S. federal, DoD, and international public sector accounts across the Indo-Pacific region.
• Build an annual territory plan to meet and exceed quota.
• Develop and maintain relationships with key decision makers across INDOPACOM and service components (PACAF, USARPAC, USPACFLT, MARFORPAC).
• Cultivate relationships with defense ministries, intelligence agencies, and government IT decision makers across Pacific partner nations.
• Navigate international procurement processes, ITAR/EAR, and country-specific regulatory environments.
• Engage with commands and customers across Hawaii, Guam, Japan, Korea, Australia, Singapore, Taiwan, and the wider Pacific theater.
• Build and manage partnerships with regional VARs, system integrators, resellers, and local government partners.
• Employ consultative sales strategies to shape requirements and guide acquisition strategy.
• Drive proposal creation, pricing strategy, and competitive positioning for U.S. and international opportunities.
• Develop responses to RFPs/RFIs and similar instruments.
• Collaborate with Virtru's legal, compliance, and product teams to structure deals appropriately.

Skills

Active clearance

Travel readiness

DoD enterprise sales

INDOPACOM relationships

Cybersecurity aptitude

Data protection

IT solutions

DoD compliance

ICAM/IdAM familiarity

Deal closing

Sales pipeline hygiene

Tools

RMF

ATO

FedRAMP

IL4/IL5

Job description

About Virtru:

While the rest of the security industry obsesses over locking data down to prevent it from being lost or stolen, we're doing something fundamentally different at Virtru. We're setting data free so that you can intentionally share it with others, but without sacrificing security, privacy, or control.

We've created both a suite of powerful data protection applications and an open platform that's sparking an ecosystem of innovation. Through the Trusted Data Format (TDF) open standard, we're not just protecting data; we're creating a new paradigm where security enables sharing rather than preventing it.

Think of us as the Android of data protection: a robust platform with an open core that developers and partners can build upon, coupled with our own best-in-class applications that showcase what's possible when you reimagine security from the ground up.

Backed by Iconiq Capital, Bessemer Venture Partners, Foundry Capital, and Tiger Global, we're helping Fortune 500 companies and government agencies discover that true data security means having the freedom to share, collaborate, and innovate — without compromise.

Compensation:

$180,000–$190,000/year + variable compensation

Team & Position Details:

Virtru is seeking a Pacific Region Sales Executive to lead our growth across U.S. Federal, DoD, and international public sector customers operating throughout the Indo-Pacific. This role is the primary commercial resource for Virtru across INDOPACOM and its associated commands and agencies, as well as allied and partner nation governments, defense ministries, intelligence services, and critical infrastructure operators across the Pacific region. Target markets include — but are not limited to — Singapore, Taiwan, Japan, South Korea, Australia, New Zealand, the Philippines, and Thailand.

Given the time zone demands of this role and the proximity required to key installations, commands, and regional partners, candidates must reside on the West Coast (CA, OR, or WA) or in Hawaii. This is a high-visibility opportunity at the intersection of data security and the most strategically competitive theater in the world.

As a Pacific Region Sales Executive, your responsibilities will include:

• Own and grow a portfolio of U.S. federal, DoD, and international public sector accounts across the Indo-Pacific region


• Build and execute an annualized territory plan to consistently meet and exceed quota


• Develop and maintain relationships with key decision makers across INDOPACOM and its service components (PACAF, USARPAC, USPACFLT, MARFORPAC) as well as sub-unified commands


• Cultivate and grow relationships with defense ministries, intelligence agencies, national cybersecurity authorities, and government IT decision makers across Pacific partner nations


• Navigate international public sector procurement processes, export control considerations (ITAR/EAR), and country-specific regulatory environments


• Engage directly with commands and customers across Hawaii, Guam, Japan, Korea, Australia, Singapore, Taiwan, and the broader Pacific theater


• Build and manage partnerships with regional VARs, system integrators, in-country resellers, and local government partners


• Employ consultative sales strategies to shape requirements and guide acquisition strategy across both U.S. and international public sector contexts


• Drive proposal creation, pricing strategy, and competitive positioning for both U.S. and international Pacific-focused opportunities


• Develop compelling responses to RFPs, RFIs, and equivalent international procurement instruments


• Collaborate closely with Virtru's legal, compliance, and product teams to ensure international deals are structured appropriately given export and data sovereignty requirements


• Assist with product demonstrations and technical discussions with prospects and customers across the region

Skills that will help you thrive in this role:

• Active clearance required (TS/SCI preferred)


• Must reside on the West Coast (CA, OR, WA) or in Hawaii — no exceptions


• Willingness to travel (<50%, including potential OCONUS travel to Pacific installations in Guam, Japan, and Korea)


• 10+ years of enterprise software sales experience within the DoD; Pacific theater experience strongly preferred


• Deep, established relationships with key decision makers across INDOPACOM-aligned commands and agencies


• Strong technical aptitude in cybersecurity, data protection, and IT solutions


• Familiarity with DoD accreditation processes (RMF, ATO, FedRAMP, IL4/IL5)


• Familiarity with ICAM/IdAM frameworks, including PKI, RBAC, and ABAC in DoD environments


• Strong understanding of DoD-specific compliance requirements (CMMC, DFARS, DISA STIGs)


• Understanding of the Indo-Pacific strategic environment and how data security and trusted collaboration support mission requirements


• Must be a deal hunter and strong closer with a demonstrated track record of success


• Excellent sales pipeline hygiene skills

Virtruvian qualities that will set you up for success:

• Thinking outside of the box to respectfully challenge teammates and managers in the pursuit of excellence


• Strong sense of urgency with an action-oriented mindset


• Able to collaborate and adapt to shifting priorities as business needs evolve


• Comfortable with asynchronous communication including Slack, email, Zoom, etc.

Perks & Benefits:

At Virtru, we believe people do their best work when their wellbeing is put first. This is why we make your wellbeing our priority with a thoughtful and holistic program that encompasses Occupational, Mental, Social, Physical, and Environmental Wellness by offering benefits such as…

• A 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.

In addition to wellbeing, Virtru places a strong emphasis on diversity, belonging, and inclusion. Our DB&I Council is dedicated to fostering an inclusive workplace and making the psychological safety of each and every one of our teammates a top priority.

Additional perks include:

• 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

Virtru is committed to building an inclusive environment for people of all backgrounds and everyone is encouraged to apply. Virtru is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender, religion, disability, national origin, protected veteran status, age, or any other status protected by applicable national, federal, state, or local law.