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Salary: USD 135,000 - 380,000 / annual
Ocient is seeking an Executive Director for its National Security Sales (ONSS) team to drive enterprise sales of its hyperscale data platform within the national security, defense, intelligence, and government-adjacent markets. This is a senior individual contributor role focused on building trusted relationships with senior government and defense stakeholders, managing complex procurement cycles, and exceeding bookings targets.
Key Responsibilities:
- 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
- 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 Marketing and Business Development teams to drive government-sector demand generation, partner ecosystem development, and customer references
Requirements:
- 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 capabilities within classified and sensitive government sales environments
- US-based only; no visa sponsorship available
