Senior Sales Development Representative, Federal

Horizon3 • Washington, DC

8d • $90,000 - $100,000 • Hybrid

About The Position

Horizon3.ai is seeking a Senior Sales Development Representative to expand its presence in the Federal market by generating qualified conversations with government agencies, mission-focused organizations, and other public-sector prospects. The role works closely with Federal Account Executives and sales leadership, contributing to initial prospect conversations, team-wide best practices, and the growth of the sales organization.

The representative will identify and engage prospects through outbound outreach, research Federal accounts and priorities, promptly follow up on inbound leads, and develop messaging suited to Federal audiences. The role also supports account strategy, qualification and discovery meetings, lead management, scheduling, CRM accuracy, product knowledge, sales goals, and improvements to the Federal sales development process. It requires regular travel for Federal sales activities and regular in-person work from Horizon3.ai’s Washington, D.C. office once it opens. Only U.S. persons may interview because of customer and/or vendor security clearance requirements.

Requirements

• At least 6 months of experience working in a Sales Development role.
• Experience prospecting into Federal agencies, defense organizations, government contractors, or other public-sector or regulated buyers.
• College degree or equivalent work experience.
• Interest in learning Federal procurement processes, mission requirements, and cybersecurity or compliance considerations.
• Strong written and verbal communication skills, including the ability to tailor messaging to different public-sector audiences.
• Persistence, attention to detail, problem-solving ability, and collaborative instincts.
• Experience with software such as Outreach.io, ZoomInfo, LinkedIn Sales Navigator, and Salesforce CRM.
• Willingness and ability to travel regularly for Federal sales activities and work from Horizon3.ai’s Washington, D.C. office once it opens.
• Must be a U.S. person to interview due to customer and/or vendor security clearance requirements.

Nice To Haves

• At least 6 months of experience in information security, cybersecurity, or SaaS.

Responsibilities

• Identify and secure new Federal sales opportunities using outbound calls, emails, social media, and other communication channels.
• Research Federal agencies, mission priorities, organizational structures, and cybersecurity initiatives to develop account plans and personalized outreach.
• Promptly follow up with inbound leads and communicate professionally with prospects.
• Develop and refine email and call messaging for Federal audiences.
• Use prospecting and research tools to identify target accounts and contacts.
• Coordinate account strategy and handoffs with Federal Account Executives, and prepare for qualification calls and discovery meetings.
• Learn and apply Federal-market messaging, procurement context, and cybersecurity priorities in outreach and early conversations.
• Manage scheduling and calendaring of sales calls, emails, and other engagements.
• Track leads, follow up consistently, and maintain accurate CRM activity.
• Collaborate with Federal Sales, Product, Engineering, Marketing, Legal, Policy, and Operations.
• Work with the team to improve the Federal sales development process, including repeatable prospecting plays and messaging.
• Stay informed about NodeZero products and services, answer initial prospect questions, and connect prospects with appropriate resources.
• Set, monitor, and strive to exceed sales goals.
• Travel regularly for prospect and customer meetings, industry events, and team meetings; work regularly in person from the Washington, D.C. office once it opens.

Benefits

• Full-time roles are eligible for an equity package in the form of stock options.
• Health, vision, and dental insurance for the employee and family.
• Flexible vacation policy.
• Generous parental leave.
• Career development opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior