Remote National Security Enterprise Sales Director

Ocient; Northern (KY); Hybrid; USD 135,000 - 190,000; Full time

Job summary

Ocient is seeking an Executive Director to lead enterprise sales of our hyperscale data platform within national security, defense, intelligence, and government-adjacent markets. You will build trusted relationships with senior government stakeholders, manage complex procurement cycles, and drive bookings toward multi-year contracts.

You will collaborate with Solution Architects, Sales Engineering, and Marketing to deliver technically credible solutions, use MEDDPICC forecasting in CRM, and

Qualifications

• 10+ years of enterprise software or technology sales 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.

Responsibilities

• Prospect, identify, qualify, and cultivate 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, defence, and intelligence community stakeholders at the program director, CTO, and executive level.
• Collaborate with Solution Architects, Sales Engineering, and Technical teams to develop compelling, technically credible solution presentations.
• Develop 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 CRM documentation.
• Partner with Marketing and Business Development to drive government-sector demand generation, partner ecosystem development, and customer references.

Skills

Enterprise software sales

Security clearance

Government procurement

Analytics software sales

Executive relationships

MEDDPICC forecasting

CRM discipline

Verbal and written communication

Job description

Ocient is seeking an Executive Director to lead enterprise sales of our hyperscale data platform within national security, defense, intelligence, and government-adjacent markets. You will build trusted relationships with senior government stakeholders, manage complex procurement cycles, and drive bookings toward multi-year contracts.

You will collaborate with Solution Architects, Sales Engineering, and Marketing to deliver technically credible solutions, use MEDDPICC forecasting in CRM, and