Sales Director, National Security (EMEA)

Overview

Job Title: Head of Business Development
Location: Remote (US Based Only)
*We cannot sponsor or transfer any visas, of any kind, at this time*

Hiring Manager: VP of Marketing & Business Development

Estimated salary range:
Base Salary: $120,000 – $150,000
Expected On-target Earnings: $160,000 – $200,000
75% Base – 25% 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.

Position Overview:
The Sales Director – EMEA (National Security Solutions) will focus on driving business growth within the UK and EMEA public sector, particularly across national security, defense, and intelligence communities. The ideal candidate will already possess Developed Vetting (DV) security clearance from the UK Government and bring a proven track record in selling large-scale data analytics, hyperscale computing, and secure cloud or on-prem solutions to government agencies and system integrators.

You will own the full sales cycle — from prospecting and relationship development to closing strategic deals and ensuring long-term customer success — with a particular focus on customers requiring mission-critical data capabilities under strict security and compliance requirements.

Key Responsibilities

• Identify, engage, and develop relationships with national security, defense, and intelligence agencies across the UK and EMEA region.
• Leverage existing DV-cleared relationships to identify opportunities within secure and classified environments.
• Develop and execute strategic account plans to achieve and exceed annual sales quotas and growth objectives.
• Partner with UK and EMEA government system integrators, defense primes, and secure service providers to develop joint go-to-market initiatives.
• Position Ocient’s hyperscale data analytics and storage solutions for mission-critical, secure environments.
• Collaborate closely with internal teams — including Sales Engineering, Solutions Architecture, Product Management, and Customer Success — to ensure customer success from pilot through deployment.
• Maintain accurate forecasting and pipeline management in CRM, leveraging MEDDPICC or similar qualification frameworks.
• Ensure all engagements and data handling comply with relevant UK and EU security, data protection, and government compliance frameworks.
• Act as Ocient’s trusted representative in national security communities, building credibility and thought leadership in hyperscale analytics and AI-driven data management.

Qualifications

• Current UK Developed Vetting (DV) Security Clearance (active and transferable).
• 10+ years of enterprise or government sales experience in national security, defense, or intelligence sectors or worked in the National Security spaces of the Customer(s).
• Proven ability to sell hyperscale analytics, data warehousing, or secure cloud solutions to government and defense customers.
• Demonstrated success managing long and complex sales cycles (6–12 months) with multiple stakeholders.
• Track record of meeting or exceeding annual.
• Experience in start-up or scale-up environments, with an entrepreneurial and hands-on approach.
• Deep understanding of UK Government procurement processes and frameworks (e.g., G-Cloud, Digital Marketplace, MoD frameworks).
• Excellent communication, presentation, and stakeholder management skills across both technical and executive audiences.
• Strong strategic thinking and relationship-building capabilities with key influencers and decision-makers.

Ideal Experience

• Proven success selling to UK Ministry of Defence, Home Office, GCHQ, or other national security customers.
• Background in computer science, data engineering, AI or related field preferred.
• Experience with AdTech, FinTech, Telco, and Web-scale sectors a plus, particularly when intersecting with government or defense applications.
• Demonstrated ability to act as a trusted advisor to CTOs, CISOs, Chief Data Officers, and Program Managers in secure environments.
• Strong familiarity with hyperscale analytics, distributed data architectures, and performance-optimized data systems.

EEO and Notices

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.

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