Federal Account Executive, Senior Account Executive
Ontic
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $150,000 - $180,000 per year
Job Level
Senior
Tech Stack
SFDC
About the role
- 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.
Requirements
- 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…)
Benefits
- Competitive Salary
- Medical, Vision & Dental Benefits
- 401k
- Stock Options
- HSA Contribution
- Learning Stipend
- Flexible PTO Policy
- Quarterly company ME (mental escape) days
- Generous Parental Leave policy
- Home Office Stipend
- Mobile Phone Reimbursement
- Home Internet Reimbursement for Remote Employees
- Anniversary & Milestone Celebrations
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
federal salessales strategypipeline generationproposal negotiationcontractingsales cycle managementRFI responseRFQ responseRFP responsesolution-oriented sales
Soft skills
intellectual curiosityhunter mentalitycommunication skillspresentation skillsrelationship buildingcollaborationcross-functional operationassertivenessstrategic thinkingclient retention