Senior Federal Account Executive

🔥 8 minutes ago

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

💵 $325k - $380k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 20%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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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 and grow a named portfolio of defense customers across military departments, defense agencies, combatant commands, and program executive offices • Carry an annual net-new ARR quota with defined expansion targets • Build program-level account plans covering mission systems, owners, funding lines, authorization paths, and contract vehicles • Prospect and self-source pipeline into program offices, CIO/CISO organizations, cyber operations teams, SOCs, vulnerability management functions, RMF and authorization staff, and mission owners • Qualify opportunities based on mission need, sponsor, funding, authorization path, and contract route • Pursue program-led and enterprise-scale opportunities • Run proof-of-value and paid evaluation engagements with Federal Sales Engineering • Navigate RMF, ATO, impact levels, CC SRG, connection and boundary requirements, STIGs, hardening, and data handling • Position NodeZero against DoD Zero Trust, CORA, NIST, CMMC, and CISA KEV-aligned remediation frameworks • Execute federal procurement through GSA, GWAC, SEWP, Platform One, Tradewinds, OTAs, consortia, BPAs, and prime/subcontract paths • Build relationships with primes, systems integrators, and cleared delivery partners • Maintain accurate Salesforce pipeline, activity, and forecast data in accordance with FCI and CUI handling requirements • Deliver weekly forecasts and quarterly business reviews • Represent Horizon3 with senior defense leadership, industry events, primes, and consortium forums • Feed market intelligence to Product, Marketing, and Federal Engineering • Protect and expand existing defense customer relationships with Customer Success and Renewals • Travel up to 50%, including customer locations, defense events, partner engagements, internal gatherings, and potentially OCONUS travel

🎯 Requirements

• Demonstrated track record selling enterprise cybersecurity or SaaS solutions into the U.S. Department of War, with consistent quota overachievement against a multi-million-dollar quota • 8+ years of quota-carrying enterprise technology sales experience • 5+ years selling into the U.S. Department of War • 3+ years selling cybersecurity, INFOSEC, or security SaaS solutions • Existing, verifiable relationships across defense customers • Deep understanding of DoW acquisition and procurement mechanics, including contract vehicles, marketplaces, OTAs, consortia, program-of-record and rapid-acquisition paths, color of money, appropriation types, POM, budget cycles, primes, and integrators • Knowledge of RMF, ATO, impact levels, CC SRG, DoD Zero Trust, CORA, NIST SP 800-53, NIST SP 800-171/172, CMMC, and POA&M workflows • 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 operate autonomously in an early-stage federal business and work across a distributed, cross-functional team • Excellent verbal and written communication skills, including briefing senior military and civilian leadership • Bachelor's degree in Business, Information Technology, Cybersecurity, or a related field, or equivalent professional experience • Only U.S. persons may interview due to customer and vendor security-clearance requirements • Must be eligible for and able to successfully secure a U.S. Federal Security Clearance at the Secret or Top Secret level as a condition of employment • Willingness to submit to the associated security investigation and adjudication process

🏖️ Benefits

• Equity package in the form of stock options for all full-time roles • Health, vision, and dental insurance for you and your family • Flexible vacation policy • Generous parental leave • Career development opportunities • Fully remote work model • Job-related travel expenses, subject to manager approval • Inclusive and collaborative culture

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