Executive Director, ONSS

Ocient; United States; Remote; USD 135,000 - 190,000; Full time

Job summary

Ocient is seeking an Executive Director to lead enterprise software sales within national security, defense, and government-adjacent markets. Based remotely in the US, you will build executive-level relationships and drive multi-year deals for Ocient's hyperscale data platform.

You will manage complex procurement cycles, coordinate with Solution Architects and Sales Engineering, and forecast revenue using MEDDPICC, ensuring bookings targets are met or exceeded through strategic partnerships and

Qualifications

• 10+ years of enterprise software or technology sales experience to national security, defense, intelligence, or government-adjacent customers.
• Active security clearance TS/SCI preferred or ability to obtain clearance.
• Proven track record closing complex government procurement cycles with multi-year contracts.
• Deep knowledge of government procurement processes, contracting vehicles, and compliance.
• Ability to sell complex analytics software and data platform solutions to technical government stakeholders.
• Executive-level relationship management within national security and defense accounts.
• Accurate pipeline forecasting using MEDDPICC with CRM discipline.

Responsibilities

• Prospect, identify, qualify, and develop a robust sales pipeline within national security, defense, intelligence, and government-adjacent accounts.
• 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 stakeholders at program director, CTO, and executive levels.
• Collaborate with Solution Architects, Sales Engineering, and Technical teams to tailor proposals to national security requirements.
• Develop knowledge of government procurement vehicles, contract structures, and compliance for Ocient’s customers.
• Forecast accurately using MEDDPICC methodology and maintain complete customer and program documentation in CRM.
• Partner with Marketing and Business Development to drive government-sector demand generation and partner ecosystem development.

Skills

Executive relationships

MEDDPICC

National security sales

CRM discipline

Pipeline management

Enterprise software sales

Government procurement

Job description

Job Title: Executive Director

Location: Remote (US Based Only)

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

Estimated salary range: Base - $135,000 to $190,000 Expected OTE - $270,000 - $380,000

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

Position Overview

The Executive Director is a senior individual contributor on Ocient’s National Security Sales (ONSS) team, responsible for driving enterprise sales of Ocient’s hyperscale data platform within the national security, defense, intelligence, and government-adjacent markets. This role builds trusted relationships with senior government and defense customer stakeholders, manages complex procurement and program sales cycles, and exceeds bookings targets by positioning Ocient’s platform as the preferred hyperscale analytics solution for mission‑critical national security data workloads.

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 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.

Ideal Qualifications

• 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.