Job Title: Sales Director, National Security

Location: Maryland, Washington DC & Northern Virgina (Fully Remote)

*We cannot sponsor or transfer any visas, of any kind, at this time*

Hiring Manager: Senior VP & General Manager of Public Sector

Estimated salary range:

Base Salary: $175,000
Expected On-target Earnings: $350,000
50% Base – 50% Commission

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

About Ocient:

Ocient is a hyperscale data solutions company founded in Chicago, IL, enabling organizations to analyze trillions to quadrillions of data records in seconds. Over the past five years, Ocient has built a SQL compliant data warehouse for Petabyte and beyond datasets that is 10x to 50x times faster than competitive OLAP databases. Our company is a remote first company, with employees all over the world.

Our mission is to help national security and space organizations harness the power of hyperscale analytics and AI-driven insights to enhance situational awareness, operational readiness, and mission outcomes.

Position Overview:

The Sales Director – National Security Solutions (Americas) will be responsible for developing and closing new business opportunities within the U.S. National Security Space community and across allied partners in the Americas region.

This role will focus on U.S. government agencies, defense primes, and intelligence community (IC) organizations supporting space domain awareness, satellite data analytics, and mission-critical data management. The ideal candidate will have deep familiarity with the DoD, Intelligence Community, Federal Law Enforcement and defense contractor ecosystem, as well as a strong track record of selling complex hyperscale data and analytics solutions into secure, classified environments.

This is a strategic, high-impact sales role requiring a combination of government acumen, technical fluency, and relationship-building with key stakeholders across the National Security Space enterprise.

Key Responsibilities:

• Build and manage relationships with U.S. Department of Defense (DoD), CIA, NSA, , JSOC, U.S. Air Force, NRO, NGA, NASA, DISA, and key National Security Space stakeholders.
• Lead the full sales cycle for Ocient’s hyperscale analytics and secure data warehouse solutions, from prospecting through contract award and delivery.
• Develop account and territory plans aligned with the National Security Sector strategy, targeting agencies, mission integrators, and defense contractors.
• Identify and qualify opportunities through direct engagement, industry events, and teaming partnerships.
• Collaborate with systems integrators, OEMs, and cloud service providers to deliver secure, compliant, and high-performance data solutions for space operations, satellite analytics, and ISR missions.
• Partner closely with Sales Engineering, Product Management, and Ocient Federal leadership to tailor solutions for government mission needs.
• Drive new business pipeline through both direct and partner channels; deliver accurate forecasting and reporting using MEDDPICC or equivalent methodology.
• Navigate federal procurement and contracting vehicles, including IDIQs, GWACs, and OTAs, in collaboration with contracts and capture management teams.
• Represent Ocient at defense and intelligence industry conferences, forums, and classified briefings as appropriate.
• Ensure strict compliance with U.S. Government regulations, including ITAR, FedRAMP, and DoD 8140/8570 requirements, as applicable.

Qualifications:

• Active U.S. Top Secret / SCI clearance required (TS/SCI with polygraph strongly preferred).
• 10+ years of enterprise sales experience in the U.S. National Security, Space, or Defense sector along with having worked in the National Security Space.
• Proven record of success selling data analytics, hyperscale storage, AI/ML, or mission data platforms into DoD and Intelligence Community customers.
• Experience managing complex sales cycles (6–18 months) with multi-stakeholder decision processes.
• Demonstrated history of exceeding bookings goals in high-value, mission-driven sales.
• Strong familiarity with DoD acquisition, contracting, and procurement frameworks.
• Background in start-up or high-growth technology environments; comfortable working autonomously and cross-functionally.
• Exceptional written and verbal communication skills, including the ability to translate complex technology into mission-relevant value.
• Deep understanding of space mission operations, satellite data processing, ground systems, and related analytical workflows.

Ideal Experience:

• Successful sales experience with U.S. Space Force, NRO, NGA, NASA, Space Development Agency (SDA), or defense prime contractors.
• Experience selling into secure cloud, hybrid, or air-gapped environments supporting mission operations.
• Familiarity with space situational awareness (SSA), command and control (C2), ISR, SIGINT and geospatial intelligence (GEOINT) mission areas.
• Technical background or strong understanding of distributed data systems, hyperscale compute, and advanced analytics.
• Trusted relationships across defense integrators and federal innovation ecosystems.
• Ability to act as a strategic advisor to CTOs, program managers, and acquisition leads.

Why Join Ocient National Security Solutions:

At Ocient, you’ll help national security and space organizations transform how they manage and analyze mission data at unprecedented scale. You’ll collaborate with leading engineers and innovators in hyperscale analytics, working directly with government and defense customers on projects that impact global security, intelligence, and space operations.

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We are not open to using an agency or staffing company at this time. We do not accept unsolicited agency or staffing resumes and we are not responsible for any fees related to unsolicited resumes.

Ocient provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

All official Ocient job postings and recruiting communications will come directly from our team via our Careers page, LinkedIn, or from an ocient.com email address. If you receive communication about a role from any other source, please treat it with caution and direct questions to recruiting@ocient.com.