Senior Federal Account Executive, Civilian

Horizon3•Washington, DC

3d•$325,000 - $380,000•Remote

About The Position

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results.

Requirements

Must have a demonstrated track record of selling enterprise cybersecurity or SaaS solutions directly to U.S. federal civilian agencies, with consistent quota overachievement against a multi-million dollar number.
8+ years of quota-carrying enterprise technology sales experience, with 5+ years selling into U.S. federal civilian agencies.
3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.
Must have existing, verifiable relationships across multiple cabinet-level civilian agencies and their component bureaus, and the ability to describe those agencies' mission priorities, buying cycles, and organizational structures in specifics rather than generalities.
Deep understanding of federal procurement mechanics, including contract vehicles (GSA, GWACs/IDIQs, SEWP, BPAs), fiscal-year and end-of-year budget dynamics, appropriations timing, and the role of distributors, resellers, and systems integrators in a federal transaction.
Knowledgeable in the federal compliance and authorization landscape that shapes civilian security spend — FedRAMP, FISMA, RMF and the ATO process, NIST SP 800-53, Zero Trust and OMB M-22-09, CDM, POA&M workflows, and CISA binding operational directives.
Working understanding of offensive security and vulnerability management concepts — penetration testing, attack paths, lateral movement, privilege escalation, Active Directory weaknesses, and the practical limits of scanner-based vulnerability programs — sufficient to lead a credible technical conversation without an SE in the room.
Proficient in managing the full sales cycle end to end: prospecting, qualification, proof of value, business case development, negotiation, procurement execution, and close.
Proficient in Salesforce for pipeline, forecast, and activity management, and comfortable with a sales stack that includes tools such as Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, and Slack.
Able to operate with a high degree of autonomy in an early-stage federal business — building process where none exists, working across a distributed and cross-functional team, and moving with urgency and ownership.
Excellent verbal and written communication skills, including the ability to brief agency executives and authorizing officials on risk and mission impact rather than features.
Bachelor's degree in Business, Information Technology, Cybersecurity, or a related field, or equivalent professional experience.
Must reside in or relocate to the DC Metro area.
Only US persons can interview for this role due to security clearance requirements by our customer(s) and/or vendor(s). While a clearance is not required to perform the core responsibilities of this role, the employee must be eligible for and able to successfully secure a US Federal Security Clearance if required by a specific customer program or engagement.

Nice To Haves

Experience selling offensive security, penetration testing, breach and attack simulation, continuous threat exposure management (CTEM), or security validation solutions into federal customers.
Experience being the first or one of the first sellers into a civilian agency — opening a stale or greenfield account and building it into a program-level relationship.
Experience selling a FedRAMP-authorized SaaS platform, including guiding an agency through package review, agency ATO, and production deployment.
Knowledge of the civilian systems integrator and prime ecosystem, and a track record of using those relationships to reach mission owners and accelerate contract access.
Prior experience as a government civilian, military member, or federal contractor, particularly in a cybersecurity, IT operations, or program management capacity.
Familiarity with Challenger or question-based selling methodologies and a disciplined approach to MEDDPICC-style qualification.
Experience selling into public-facing citizen services and mission application environments where appsec and testing budgets already exist.

Responsibilities

Own a named portfolio of cabinet-level civilian agencies and their component bureaus, carrying an annual net-new ARR quota with defined expansion and renewal-protection targets.
Develop mission-aligned account plans for each agency in the portfolio that connect NodeZero outcomes to specific mission systems, funded programs, named sponsors, and a viable path to production.
Prospect and generate self-sourced pipeline into agency CISO, ISSO, SOC, vulnerability management, RMF/ATO, and program-office stakeholders, rather than relying on inbound or marketing-sourced demand.
Qualify against federal buying reality — active mission need, named sponsor, identified funding, and a clear authorization and contract path — and disqualify early when those conditions are absent.
Run proof of value engagements in partnership with Federal Sales Engineering, converting technical validation into a documented business case, procurement action, and executive-level readout.
Position NodeZero Federal against the mandates your buyers already live under, including CISA BOD 26-04, OMB M-22-09 and the Federal Zero Trust Strategy, FISMA, NIST SP 800-53 Rev. 5, NIST SP 800-207, and CDM — translating audit and POA&M burden into validated, evidence-based risk reduction.
Navigate federal procurement end to end, selecting and executing through the appropriate vehicle (GSA schedules, GWACs/IDIQs, SEWP, P1 Marketplace, BPAs, agency-specific contracts) and managing quoting, sole-source justification, and small-business set-aside considerations with RevOps, Legal, and Finance.
Build and monetize channel and integrator relationships across distributors, FedRAMP-aware resellers, and systems integrators — treating partners as accelerators who bring contract access, agency relationships, and capture support, not as a passive fulfillment layer.
Maintain accurate, current, and defensible pipeline hygiene in Salesforce: realistic close dates, documented next steps, stage discipline, and forecast commitments that hold up under weekly and quarterly inspection.
Deliver a weekly forecast and quarterly business review covering pipeline generation by source, stage conversion, slipped deals, closed-lost reasons, and net-new versus renewal ARR.
Represent Horizon3 credibly in front of agency leadership, at federal industry events, and in partner-led forums, and feed field intelligence on requirements, competitors, and authorization gaps back to Product, Marketing, and Federal Engineering.
Protect and expand existing civilian customer relationships in coordination with Customer Success and Renewals, driving usage, referenceability, and multi-year commitments.