Remote National Security Enterprise Sales Director

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

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