Senior Federal Account Executive

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Take ownership of and expand a designated portfolio of defense clients across military branches, defense agencies, combatant commands, and program executive offices.

• Meet an annual net-new ARR quota with specified growth objectives.

• Develop comprehensive account plans at the program level that encompass mission systems, stakeholders, funding sources, authorization pathways, and contract mechanisms.

• Identify and generate leads within program offices, CIO/CISO units, cyber operations teams, Security Operations Centers (SOCs), vulnerability management roles, RMF and authorization personnel, and mission stakeholders.

• Assess opportunities based on mission requirements, sponsors, funding, authorization pathways, and contract routes.

• Seek out program-led and enterprise-level opportunities.

• Conduct proof-of-value and paid evaluation sessions with Federal Sales Engineering.

• Navigate RMF, ATO, impact levels, CC SRG, connection and boundary specifications, STIGs, hardening protocols, and data management policies.

• Position NodeZero in alignment with 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/subcontracting channels.

• Cultivate relationships with prime contractors, systems integrators, and cleared delivery partners.

• Maintain precise Salesforce pipeline, activity, and forecast data in compliance with FCI and CUI handling standards.

• Provide weekly forecasts and conduct quarterly business reviews.

• Represent Horizon3 to senior defense executives, at industry events, with prime contractors, and within consortium forums.

• Supply market insights to Product, Marketing, and Federal Engineering teams.

• Safeguard and enhance existing defense client relationships alongside Customer Success and Renewals teams.

• Willing to travel up to 50%, including visits to client sites, defense events, partner meetings, internal gatherings, and potentially OCONUS travel.

⛳️ Requirements

• Proven history of selling enterprise cybersecurity or SaaS solutions to the U.S. Department of War, consistently exceeding quotas on multi-million-dollar targets.

• Over 8 years of experience in quota-carrying enterprise technology sales.

• More than 5 years of sales experience with the U.S. Department of War.

• At least 3 years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.

• Established, verifiable connections within defense customers.

• In-depth knowledge of DoW acquisition and procurement processes, including contract vehicles, marketplaces, OTAs, consortia, program-of-record and rapid-acquisition paths, color of money, appropriation types, POM, budget cycles, primes, and integrators.

• Familiarity with 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 knowledge of penetration testing, attack vectors, lateral movement, privilege escalation, Active Directory vulnerabilities, and scanner-based vulnerability assessments.

• Competence in managing the entire sales cycle from start to finish.

• Proficient in Salesforce and familiar with tools such as Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, and Slack.

• Ability to work independently in an early-stage federal business environment and collaborate within a distributed, cross-functional team.

• Strong verbal and written communication abilities, including the capacity to brief senior military and civilian leaders.

• A Bachelor's degree in Business, Information Technology, Cybersecurity, or a related field, or equivalent professional experience.

• Only U.S. persons may be considered for interviews due to security clearance requirements for customers and vendors.

• Must be qualified for and capable of obtaining a U.S. Federal Security Clearance at the Secret or Top Secret level as a condition of employment.

• Willingness to undergo the related security investigation and adjudication process.

🏝️ Benefits

• Equity package in the form of stock options for all full-time positions.

• Comprehensive health, vision, and dental coverage for you and your family.

• Flexible vacation policy.

• Generous parental leave.

• Opportunities for career development.

• Fully remote working model.

• Job-related travel expenses, pending manager approval.

• An inclusive and collaborative corporate culture.