Director of Business Development, Federal Sales Program
Ontic
Sales & Business Development
Washington, DC, USA
Posted on Oct 1, 2024
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
We’re looking for a dynamic and strategic Director of Business Development - FedGov to spearhead the growth and success of our federal government sales program. In this pivotal role, you will take full ownership of the program's development and execution, driving high-impact initiatives and ensuring seamless management across all aspects. You will collaborate closely with the CRO to align on strategy, foster cross-functional partnerships, and lead key external business development efforts.
Your focus will be on delivering results, optimizing sales processes, and growing our footprint within the federal government space. You will be accountable for achieving pipeline, sales, and business development efficiency results that meet or exceed assigned targets.
Responsibilities
- Design and implement a federal government sales program targeting key agencies, and develop a tailored go-to-market strategy with established goals and KPIs
- Owns and manages all aspects of the federal sales program, from program development to execution and external relationship management
- Develop a pipeline of qualified federal opportunities through direct outreach, industry events, and government-specific channels (e.g., GSA, FedBizOpps)
- Responsible for identifying and engaging on strategic opportunities, building client relationships, and driving new capabilities into their target accounts
- Represent the company at government-related conferences, trade shows, and networking events to promote awareness and generate leads
- Serve as the primary point of contact for federal clients, ensuring long-term relationship management and customer success
- Identify and establish relationships with key decision-makers, procurement officials, and influencers within federal agencies
- Document and refine workflows to enhance federal program operations and internal readiness
- Collaborate with marketing, product, legal, and finance teams to develop government-specific messaging, ensure compliance with federal standards (e.g., FedRAMP), and navigate legal/contracting needs
- Train and enable the sales team on federal selling processes, proposal development, and bid responses (RFIs, RFPs)
- Train Account Executives (AEs) on the proposal development process, coordinating with sales, product, and legal teams to respond to RFIs, RFPs, and other government solicitations
- Monitor federal government budget cycles, procurement trends, and political developments to identify emerging business opportunities.
- Provide market intelligence and insights to inform product development and federal market strategy
- Consult with legal, finance, product, and marketing teams for compliance, product certifications, and contract negotiations
Qualifications
- Bachelor’s degree in Business, Sales, or a related field
- 10 plus years of experience in federal government sales or business development, with a strong track record of success
- In-depth knowledge of federal procurement processes and contracting regulations
- Strong project management skills, with the ability to lead cross-functional teams
- Excellent communication and relationship-building skills
- Familiarity with government certifications (e.g., FedRAMP) and compliance requirements
- Proven ability to identify and develop business opportunities within federal sectors
- Experience managing sales pipelines, forecasting, and closing deals
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 Benefits & Perks
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
Ontic is an equal-opportunity employer. We are committed to a work environment that celebrates diversity. We do not discriminate against any individual based on race, color, sex, national origin, age, religion, marital status, sexual orientation, gender identity, gender expression, military or veteran status, disability, or any factors protected by applicable law.
All Ontic employees are expected to understand and adhere to all Ontic Security and Privacy related policies in order to protect Ontic data and our clients data.