Account Executive - Federal

Who We Are

Ontic makes software that corporate and government security professionals use to proactively manage threats, mitigate risks, and make businesses stronger. Built by security and software professionals, the Ontic Platform connects and unifies critical data, business processes, and collaborators in one place, consolidating security intelligence and operations. We call this Connected Intelligence. Ontic serves corporate security teams across key functions, including intelligence, investigations, GSOC, executive protection, and security operations.

As Ontic employees, we put our mission first and value the trust bestowed upon us by our clients to help keep their people safe. We approach our clients and each other with empathy while focusing on the execution of our strategy. And we have fun doing it.

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.

Responsibilities

• 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.

Required Qualifications

• 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…)
  

Preferred Qualifications

• 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