ontic - Public Sector - Inside Sales Representative
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Requirements
• 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. • 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. • 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.
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.
Benefits
• HSA Contribution • Learning Stipend • Flexible PTO Policy • Quarterly company ME (mental escape) days • Generous Parental Leave policy • Mobile Phone Reimbursement • 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
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