Public Sector - Inside Sales Representative

Who We Are

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.

Who You Are

The Public Sector Inside Sales Representative (ISR) partners closely with a Public Sector Enterprise Account Executive to drive pipeline growth and accelerate revenue within assigned federal, state, and local government accounts. This role serves as a critical extension of the sales team, helping identify opportunities, qualify prospects, nurture relationships throughout complex sales cycles, and execute strategic account plans.

The ideal candidate is highly organized, proactive, and skilled at engaging stakeholders across multiple levels of government agencies and public sector organizations.

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.

Qualifications

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

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.

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 prioritizes the full inclusion of qualified individuals, providing necessary accommodations for those with disabilities to perform essential job functions. If you need assistance during the application or interview process or job tasks, please contact us at [email protected] or call (512) 572-7400