Senior Federal Account Executive, Civilian

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

📋 Description

• Manage a designated portfolio of cabinet-level civilian agencies and their component bureaus.

• Achieve an annual net-new ARR quota along with goals for expansion and renewal protection.

• Create mission-aligned account strategies that link NodeZero outcomes to mission systems, funded programs, sponsors, and production pathways.

• Identify and generate self-sourced leads among agency CISO, ISSO, SOC, vulnerability management, RMF/ATO, and program-office stakeholders.

• Assess opportunities based on mission requirements, sponsors, funding sources, authorization routes, and contracting processes.

• Conduct proof-of-value engagements in collaboration with Federal Sales Engineering.

• Position NodeZero Federal in relation to federal cybersecurity regulations and compliance demands.

• Navigate the complexities of federal procurement, contract vehicles, quotations, sole-source justifications, and set-aside considerations.

• Establish and leverage relationships with distributors, resellers, and systems integrators for monetization.

• Keep an accurate Salesforce pipeline, including next steps, stages, and forecasts.

• Provide weekly forecasts and quarterly business reviews.

• Represent Horizon3 at agency meetings, federal industry events, and partner forums.

• Share field intelligence with Product, Marketing, and Federal Engineering teams.

• Safeguard and enhance existing civilian customer relationships in collaboration with Customer Success and Renewals.

• Be prepared to travel up to 50%, primarily within the National Capital Region and to agency, partner, event, and team locations.

⛳️ Requirements

• Proven success in selling enterprise cybersecurity or SaaS solutions directly to U.S. federal civilian agencies.

• Track record of consistently exceeding quotas against a multi-million-dollar target.

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

• More than 5 years of experience selling to U.S. federal civilian agencies.

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

• Established, verifiable relationships across various cabinet-level civilian agencies and component bureaus.

• Comprehensive understanding of federal procurement processes, including GSA, GWACs/IDIQs, SEWP, BPAs, fiscal-year dynamics, budget timing, and relationships with distributors, resellers, and systems integrators.

• Familiarity with FedRAMP, FISMA, RMF/ATO, NIST SP 800-53, Zero Trust, OMB M-22-09, CDM, POA&M workflows, and CISA binding operational directives.

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

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

• Experience with Salesforce and familiarity with Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, and Slack.

• Ability to work independently in an early-stage federal business environment.

• Exceptional 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 be willing to relocate to the DC Metro area.

• Only U.S. persons are eligible for interviews due to security clearance requirements.

• Must be eligible and capable of securing a U.S. Federal Security Clearance if necessary.

🏝️ Benefits

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

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

• Flexible vacation policy to promote work-life balance.

• Generous parental leave benefits.

• Opportunities for growth and career development.

• An inclusive and collaborative workplace culture.

• Options for remote and hybrid work based on role and location.

• Coverage for job-related travel expenses, subject to manager approval.