Ocient

Job Title: National Security GTM Operations Director
Location: Remote (US Based Only)
          *We cannot sponsor or transfer any visas, of any kind, at this time*
Hiring Manager: Senior Director, Global Sales/Operations Strategy

Estimated salary range:   $145,000 to $190,000
•    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 headquartered 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.

Position Overview:

Ocient is seeking a National Security operations director supporting go-to-market (GTM) efforts to orchestrate the processes, data, and systems that enable the Ocient National Security (ONSS) Teams to succeed in the Govt Markets. This strategic role requires a strong understanding of complex federal procurement processes, compliance requirements, and data analysis to drive efficiency and revenue growth.

The ONSS GTM Operations Director is responsible for the operational strategy and execution that supports Ocient’s growth across the global National Security Markets. This role will optimize GTM Processes, manage sales and marketing technology stacks and provide critical business insights through data analysis. The ideal candidate will have deep expertise in federal sales, works cross-functionally and is driven to continuously improve the efficiency and compliance for a rapidly growing federal customer base.

Responsibilities:

•          Operational strategy and process optimization:

o   Design and implement scalable processes for the ONSS GTM team, including lead qualification, territory planning, pipeline management and forecasting methodologies.

o   Serve as the “Deal Desk” function, helping the ONSS sales team navigate complex deal cycles and ensuring well-structured proposals via engagement across the broader teams to ensure positive outcomes from the ONSS clients.

o   Define and standardize key metrics (KPIs) and GTM velocity for the National Security markets and regularly reporting on pipeline health, win/loss rates and quota attainment.

•         Systems and technology management:

o   Manage and optimize the ONSS GTM tech stack, with an emphasis on GRM system to ensure data integrity and process compliance.

o   Drive the adoption and ongoing use of operational workflows, systems and tools by the ONSS GTM teams.

•          Compliance and Data Management:

o   Maintain compliance with all relevant public sector regulations, such as Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplements (DFARS), GSA Schedules and work with product teams on additional compliance requirements like CMMC.

o   Work with operations and legal teams to scope solutions that meet federal compliance requirements.

o   Maintain a repository of contract documents, proposal content and other compliance artifacts.

•          Cross-functional collaboration

o   Act as a liaison between the ONSS team, marketing, product, finance and operations to align GTM strategies with overall business objectives.

o   Partner with marketing to refine the lead to qualification process and analyze the performance of federal-specific marketing campaigns and efforts.

o   Support the federal sales enablement and onboarding process by providing training and guidance on processes and tools.

o   Work cross functionally to assist in the FCL accreditation.

Qualifications:

•    5+ years of experience in Revenue Operations, Sales Operations, or Marketing Operations, preferably in a high-growth, B2B technology or enterprise software.
•    Hands-on expertise with Salesforce and HubSpot; experience with sales engagement platforms (Outreach, SalesLoft), sales intelligence tools (ZoomInfo, Cognism, 6sense), and BI platforms (Tableau, Power BI, or similar).
•    Strong understanding of GTM processes, pipeline management, and revenue operations best practices.
•    Proven track record in CRM administration, workflow automation, and data governance.
•    Analytical mindset with ability to translate complex data into actionable insights.
•    Excellent project management, problem-solving, and cross-functional collaboration skills.
•    Strong communication and training skills, with experience driving adoption of new systems and processes.

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.