Senior Federal Account Executive, Civilian

🔥 8 minutes ago

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

💵 $162.5k - $190k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 20%

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Horizon3.ai

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

🔒 Cybersecurity

🤖 Artificial Intelligence

☁️ SaaS

Cybersecurity • Artificial Intelligence • SaaS

Horizon3. ai is a cybersecurity company that specializes in autonomous penetration testing through its platform, NodeZero. The company's mission is to proactively identify and address attack vectors before they can be exploited, allowing organizations to continuously assess their security posture across various environments including cloud, IoT, and on-premises systems. Founded by veterans from the US Special Operations and National Security sectors, Horizon3. ai offers a self-service SaaS solution that provides organizations with insights into their security vulnerabilities without requiring persistent or credentialed agents.

📋 Description

• Own a named portfolio of cabinet-level civilian agencies and component bureaus • Carry an annual net-new ARR quota with expansion and renewal-protection targets • Develop mission-aligned account plans connecting NodeZero outcomes to mission systems, funded programs, sponsors, and production paths • Prospect and generate self-sourced pipeline among agency CISO, ISSO, SOC, vulnerability management, RMF/ATO, and program-office stakeholders • Qualify opportunities based on mission need, sponsor, funding, authorization path, and contract path • Run proof-of-value engagements with Federal Sales Engineering • Position NodeZero Federal against federal cybersecurity mandates and compliance requirements • Navigate federal procurement, contract vehicles, quoting, sole-source justification, and set-aside considerations • Build and monetize distributor, reseller, and systems-integrator relationships • Maintain accurate Salesforce pipeline, next steps, stages, and forecasts • Deliver weekly forecasts and quarterly business reviews • Represent Horizon3 at agency meetings, federal industry events, and partner forums • Feed field intelligence to Product, Marketing, and Federal Engineering • Protect and expand existing civilian customer relationships with Customer Success and Renewals • Travel up to 50%, primarily within the National Capital Region and to agency, partner, event, and team locations

🎯 Requirements

• Demonstrated track record of selling enterprise cybersecurity or SaaS solutions directly to U.S. federal civilian agencies • Consistent quota overachievement against a multi-million-dollar quota • 8+ years of quota-carrying enterprise technology sales experience • 5+ years selling into U.S. federal civilian agencies • 3+ years selling cybersecurity, INFOSEC, or security SaaS solutions • Existing, verifiable relationships across multiple cabinet-level civilian agencies and component bureaus • Deep understanding of federal procurement mechanics, including GSA, GWACs/IDIQs, SEWP, BPAs, fiscal-year and end-of-year budget dynamics, appropriations timing, distributors, resellers, and systems integrators • Knowledge of FedRAMP, FISMA, RMF/ATO, NIST SP 800-53, Zero Trust, OMB M-22-09, CDM, POA&M workflows, and CISA binding operational directives • Working understanding of penetration testing, attack paths, lateral movement, privilege escalation, Active Directory weaknesses, and scanner-based vulnerability programs • Proficiency managing the full sales cycle end to end • Proficiency in Salesforce and familiarity with Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, and Slack • Ability to work autonomously in an early-stage federal business • Excellent verbal and written communication skills • 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 due to security clearance requirements • Must be eligible for and able to successfully secure a US Federal Security Clearance if required

🏖️ Benefits

• Equity package in the form of stock options for all full-time roles • Health, vision & dental insurance for you and your family • Flexible vacation policy • Generous parental leave • Growth and career development opportunities • Inclusive and collaborative culture • Remote and hybrid work models depending on role and location • Job-related travel expenses, subject to manager approval

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