Public Sector - Inside Sales Representative

About the role

Ontic provides software that helps corporate and government security teams identify threats, assess risk, and respond faster to keep people and organizations safe. Its AI-powered Connected Intelligence Platform unifies security operations and data into a centralized system of record, enabling organizations to conduct risk assessments, protect against workplace violence, and manage threats and incidents more efficiently. Fortune 500 companies and federal agencies rely on Ontic to support security programs such as executive protection, threat intelligence, and corporate investigations. Learn more at ontic.ai or follow us on LinkedIn .

Responsibilities

• Opportunity Qualification & Pipeline Development
• Qualify inbound and SDR-generated leads to determine fit, buying readiness, stakeholder alignment, and potential opportunity value.
• Conduct discovery conversations to understand customer challenges, initiatives, procurement timelines, and organizational priorities.
• Maintain a healthy pipeline of qualified opportunities for assigned Enterprise Account Executives.
• Prospect & Opportunity Nurturing
• Develop and execute engagement strategies to maintain prospect interest throughout extended public sector buying cycles.
• Coordinate follow-up activities, educational outreach, and stakeholder engagement efforts.
• Build relationships with key influencers, champions, and decision-makers within target accounts.
• Ensure opportunities continue progressing through the sales process by maintaining regular contact with stakeholders.
• Strategic Account Planning
• Collaborate with Enterprise Account Executives to develop and execute account plans for named accounts and target agencies.
• Conduct account research to identify organizational priorities, funding sources, buying centers, and key stakeholders.
• Map decision-makers, influencers, procurement personnel, and executive sponsors within target organizations.
• Assist in identifying whitespace opportunities and expansion potential within existing accounts.
• Sales Execution & Coordination
• Schedule and coordinate discovery meetings, product demonstrations, and executive briefings.
• Maintain accurate CRM records, opportunity updates, stakeholder maps, and activity tracking.
• Support proposal development, procurement processes, and customer follow-up activities as needed.
• Partner with Marketing, SDRs, and Customer Success teams to maximize account engagement.

Requirements

• The ideal candidate is highly organized, proactive, and skilled at engaging stakeholders across multiple levels of government agencies and public sector organizations.
• Required
• 3-5 years of experience in public sector sales, business development, inside sales, or lead qualification.
• Strong communication, presentation, and relationship-building skills.
• Experience managing multiple opportunities and priorities simultaneously.
• Demonstrated ability to work collaboratively within a team-selling environment.
• Proficiency with CRM platforms such as Salesforce.
• Preferred
• Familiarity with enterprise software or SaaS sales.
• Understanding of public sector procurement processes and buying cycles.
• Experience with account-based sales strategies.
• Experience in the physical security industry.
• Success Metrics
• Qualified pipeline generated.
• Opportunity progression and conversion rates.
• Stakeholder engagement within target accounts.
• Pipeline coverage and forecast accuracy.
• Contribution to overall team revenue attainment.
• Career Path
• This role is designed as a growth position with the opportunity to advance into an Account Executive role as sales proficiency, account management skills, and revenue performance are demonstrated.
• 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
• All Ontic employees are expected to understand and adhere to all Ontic Security and Privacy related policies in order to protect Ontic d

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