Executive Director, ONSS

Location: Remote, USA

Department: Sales

Location Type: REMOTE

Employment Type: FULL_TIME

• We cannot sponsor or transfer any visas, of any kind now or in the future (ex. OPT, EAD, H1B, H4, etc.)

• The salary offered for this position will be based on a candidates experience and skill demonstrated during interviews and other evaluations

• Prospect, identify, qualify, and develop a robust sales pipeline within national security, defense, intelligence, and government-adjacent accounts using established government sales channels, partner networks, and direct outreach.
• Close business to exceed quarterly and annual bookings quotas while managing complex government and defense procurement cycles with professionalism and a solutions-oriented approach.
• Build and maintain trusted relationships with senior government, defense, and intelligence community stakeholders at the program director, CTO, and executive level.
• Work closely with Solution Architects, Sales Engineering, and Technical teams to develop compelling, technically credible solution presentations tailored to national security mission requirements.
• Develop and maintain knowledge of government procurement vehicles, contract structures, and compliance requirements relevant to Ocient’s national security customers.
• Forecast accurately using MEDDPICC methodology and maintain complete customer, opportunity, and program documentation in the company CRM.
• Partner with the Marketing and Business Development teams to drive government-sector demand generation, partner ecosystem development, and customer references.

• 10+ years of enterprise software or technology sales experience with demonstrated success selling to national security, defense, intelligence, or government-adjacent customers.
• Active security clearance (TS/SCI preferred) or ability to obtain clearance.
• Proven track record of managing and closing complex government and defense procurement cycles with multi-year contract values.
• Deep knowledge of national security, defense, and intelligence community procurement processes, contracting vehicles, and compliance requirements.
• Ability to sell complex analytics software, data warehousing, and managed service solutions to technical and program-level government stakeholders.
• Executive-level relationship management skills within national security and defense accounts.
• Accurate pipeline forecasting using MEDDPICC methodology with strong CRM discipline.
• Excellent verbal and written communication skills with the ability to present Ocient’s capabilities within classified and sensitive government sales environments.