Account Executive - Federal

Who We Are

Ontic provides software that helps corporate and government security teams identify threats, assess risk, and respond faster to keep people and organizations safe. Its Connected Intelligence Platform unifies security operations and data into a centralized system of record, enabling organizations to conduct risk assessments, protect against workplace violence, and manage threats and incidents more efficiently. Fortune 500 companies and federal agencies rely on Ontic to support security programs such as executive protection, threat intelligence, and corporate investigations.

Learn more at ontic.co or follow us on LinkedIn.

Who You Are

Selling disruptive, first-of-its-kind software to US Federal Agencies is hard, and the Federal Sales team at Ontic lives for that challenge. Ontic is looking for an experienced quota-carrying Account Manager to play a key role in accelerating our revenue growth. We’re searching for a full-cycle sales professional who, like us, is motivated by the opportunity to drive meaningful, positive change among the USG.

As an Ontic Account Executive - Federal , you will own all activities within the assigned territory to develop new business, expand relationships, and align Ontic’s capabilities with mission needs. This Includes but is not limited to: prospect identification, lead generation, sales calls, handling the sales cycle, proposal, and contract negotiation through deal closure. This person will work collaboratively to meet sales goals and deliver the highest standard of integrity, quality, and customer service to our clients.

The ideal candidate should have a proven track record of meeting and exceeding quota targets and ideally have experience in threat/risk intelligence, security, case/investigation management, or platform solutions to the Federal Government. Our Sales team has a history of success that we are looking to grow upon. There is an opportunity for a future growth role in Sales within the company. We hope that you match our values framework.

• Own and manage your territory. Create and execute the sales strategy for your assigned territory.

• Manage the entire sales cycle — from pipeline generation and qualification to proposal, negotiation, and close.

• Identify and close net-new opportunities by understanding agency requirements across threat intelligence, insider risk, investigations, and protective services.

• Leverage market knowledge, budget cycles, and contracting pathways to create strategic inroads.

• Build and maintain trusted relationships with security, intelligence, and operational leaders, as well as procurement and program managers within federal agencies.

• Serve as a trusted advisor, aligning Ontic’s solutions with evolving agency mandates for safety, security, and information sharing.

• Collaborate with cross functional teams to execute targeted campaigns and content strategies.

• Engage with key federal channel partners and systems integrators to expand footprint and co-sell effectively.

• Work with the channel team to navigate teaming arrangements, IDIQs, GWACs, and other procurement vehicles to ensure ease of acquisition.

• Maintain a deep understanding of your territories budgets, acquisition strategy, contract vehicles, and technology trends impacting government security and operations.

• Stay informed on federal initiatives related to insider threat, executive protection, and intelligence needs to ensure 100% client retention

• Maintain accurate and timely forecasts and pipeline updates in CRM (e.g., Salesforce).

• Report key sales metrics and strategic insights to internal stakeholders.

• 5+ years of successful federal sales experience

• Strong intellectual curiosity and assertive hunter mentality adept in identifying and winning new business

• Proven success navigating long, complex sales cycles and responding to RFIs, RFQs, and RFPs.

• Deep understanding of federal procurement, contracting, and funding cycles.

• Experience working with federal channel partners and federal systems integrators (FSIs).

• Track record of consistently meeting or exceeding quota in high-value, solution-oriented enterprise sales.

• Ability to operate cross-functionally with technical, legal, operations, and executive teams.

• Exceptional communication and presentation skills across diverse federal audiences.

• Working knowledge of security, intelligence, threat management, and/or risk software domains.

• Proficient with a standard SaaS sellers tech stack (SFDC, Outreach, Sales Navigator, etc…)
  

• Previous experience selling intelligence platforms, security tools, SaaS, case/investigation management or platform solutions to the public sector

• Graduate of formal sales (Challenger, Solution Selling, etc.) training program

Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Ontic we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

Ontic prioritizes the full inclusion of qualified individuals, providing necessary accommodations for those with disabilities to perform essential job functions. If you need assistance during the application or interview process or job tasks, please contact us at [email protected] or call (512) 572-7400