Director, Federal Sales, Civilian

Horizon3•Washington, DC

3d•$400,000 - $440,000

About The Position

Horizon3.ai is seeking a Director, Federal Civilian to own and scale its Federal Civilian business. The role is accountable for the team, revenue, go-to-market motion, market strategy, capture and pursuit execution, and operating rhythm. The Director leads the creation and closure of complex opportunities across civilian departments, agencies, bureaus, independent agencies, federally funded organizations, and their broader ecosystem. The successful candidate will set strategy, align resources, develop the team, establish the operating model, and ensure customer and partner engagement delivers durable revenue and measurable mission impact. They will engage senior civilian agency leaders and guide a high-performing team through complex government buying processes, turning strategic opportunities into funded adoption and repeatable growth. The role requires residence in or relocation to the DC Metro area and willingness to travel up to 50% of the time. Candidates must be a U.S. person and eligible to obtain and maintain any required U.S. Government security clearance or suitability determination, and must successfully complete any required background investigation. An active clearance or federal suitability determination is preferred but not required if the candidate meets applicable eligibility requirements. Candidates must be able to work with customer information and environments subject to applicable U.S. government security, privacy, data-handling, and export-control requirements.

Requirements

10+ years of experience in enterprise technology, cybersecurity, federal sales, public-sector technology, or a related field.
7+ years selling to U.S. civilian departments and agencies, or closely related federal, public-sector, or regulated-market organizations.
Experience leading teams to win complex, multi-stakeholder enterprise or federal opportunities.
Knowledge of civilian agency organizations and federal acquisition, budgeting, appropriations, procurement, and contracting, including the roles of integrators, resellers, contract vehicles, and channel partners.
Experience building strategic government account plans and advancing opportunities through complex buying processes.
Ability to translate cybersecurity and technical concepts into mission, operational, risk, compliance, and financial outcomes for executive audiences.
Strong discovery, qualification, negotiation, presentation, and executive communication skills.
Track record of accurate forecasting, identifying deal risks, and making clear recommendations to senior leaders.
Must be a U.S. person and eligible to obtain and maintain any required U.S. Government security clearance or suitability determination associated with assigned customers and opportunities.
Ability to successfully complete any required background investigation is a condition of employment.
Ability to work with customer information and environments subject to applicable U.S. government security, privacy, data-handling, and export-control requirements.
Reside in or relocate to the DC Metro area.
Willingness to travel up to 50% of the time.

Nice To Haves

Active U.S. Government security clearance or federal suitability determination.
Experience with civilian agency missions, federal shared services, public-sector modernization, or government cybersecurity programs.
Experience selling offensive security, penetration testing, exposure or vulnerability management, cyber validation, or related solutions.
Familiarity with federal cybersecurity programs and requirements such as zero trust, continuous monitoring, FedRAMP, FISMA, RMF, ATO, privacy, and risk-based authorization.
Experience with federal acquisition pathways, including GWACs, BPAs, IDIQs, SEWP, CIO-SP3, OASIS, Alliant, and 8(a) vehicles.
Established relationships with civilian agency decision-makers, acquisition stakeholders, systems integrators, resellers, or technology partners.
Experience building a territory, category, or federal growth motion from an early stage.
Ability to explain how autonomous penetration testing and continuous validation can improve cyber readiness, mission resilience, compliance evidence, and security outcomes.

Responsibilities

Own the Federal Civilian business plan, revenue target, territory and coverage model, and operating cadence.
Recruit, lead, coach, and develop the sales team; set expectations for account ownership, pipeline creation, qualification, forecasting, and execution, recognize strong performance, and address gaps fairly.
Build strategic account plans and qualified pipeline by mapping agency missions, organizational structures, stakeholders, budgets, funding cycles, acquisition strategies, contract vehicles, and procurement timelines.
Lead the sales and capture cycle from discovery and qualification through pursuit, procurement, award, deployment, expansion, and renewal.
Develop executive relationships with civilian agency leaders, CIOs, CISOs, mission owners, program and acquisition leaders, and industry partners.
Position NodeZero around mission outcomes, including reducing exploitable risk, validating defensive improvements, accelerating remediation, and improving security decisions.
Set pursuit strategy and coordinate sales, technical, partner, legal, compliance, and executive resources for complex opportunities.
Establish disciplined opportunity reviews, close plans, next steps, and evidence-based forecasts; surface risks, dependencies, and requests for executive support early.
Partner across Solutions Engineering, Federal Operations, Product, Customer Success, Marketing, RevOps, Compliance, and executive leadership to remove deal friction and improve customer outcomes.
Develop repeatable messaging, references, playbooks, and pursuit patterns that strengthen Horizon3.ai’s position in the Federal Civilian market.
Represent Horizon3.ai at relevant customer, partner, government, cybersecurity, and industry events; share market feedback to inform product, compliance, packaging, and partnership decisions.
Maintain accurate account, contact, activity, and opportunity data in Salesforce and related systems.
Build a culture of accountability, learning, collaboration, and customer focus; lead effectively across functions and balance near-term bookings with the foundations for sustained growth.