[Hiring] Senior Federal Account Executive @Horizon3

Role Description

We are seeking a Senior Federal Account Executive, Civilian to own and grow a defined portfolio of cabinet-level civilian agencies and their component bureaus, offices, and administrations. This is a quota-carrying, individual contributor role responsible for the full sales cycle — from mission discovery and sponsor development through proof of value, contract vehicle selection, close, and expansion.

NodeZero Federal™ is FedRAMP® High Authorized and awardable through the Platform One (P1) Solutions Marketplace, which means you are not selling into a "can you even be bought?" conversation — you are selling a validated, mission-ready platform into agencies that already have mandates, funding lines, and audit obligations pushing them toward continuous security validation.

This role will be responsible for:

• Own a named portfolio of cabinet-level civilian agencies and their component bureaus, carrying an annual net-new ARR quota with defined expansion and renewal-protection targets.
• Develop mission-aligned account plans for each agency in the portfolio that connect NodeZero outcomes to specific mission systems, funded programs, named sponsors, and a viable path to production.
• Prospect and generate self-sourced pipeline into agency CISO, ISSO, SOC, vulnerability management, RMF/ATO, and program-office stakeholders, rather than relying on inbound or marketing-sourced demand.
• Qualify against federal buying reality — active mission need, named sponsor, identified funding, and a clear authorization and contract path — and disqualify early when those conditions are absent.
• Run proof of value engagements in partnership with Federal Sales Engineering, converting technical validation into a documented business case, procurement action, and executive-level readout.
• Position NodeZero Federal against the mandates your buyers already live under, including CISA BOD 26-04, OMB M-22-09 and the Federal Zero Trust Strategy, FISMA, NIST SP 800-53 Rev. 5, NIST SP 800-207, and CDM — translating audit and POA&M burden into validated, evidence-based risk reduction.
• Navigate federal procurement end to end, selecting and executing through the appropriate vehicle (GSA schedules, GWACs/IDIQs, SEWP, P1 Marketplace, BPAs, agency-specific contracts) and managing quoting, sole-source justification, and small-business set-aside considerations with RevOps, Legal, and Finance.
• Build and monetize channel and integrator relationships across distributors, FedRAMP-aware resellers, and systems integrators — treating partners as accelerators who bring contract access, agency relationships, and capture support, not as a passive fulfillment layer.
• Maintain accurate, current, and defensible pipeline hygiene in Salesforce: realistic close dates, documented next steps, stage discipline, and forecast commitments that hold up under weekly and quarterly inspection.
• Deliver a weekly forecast and quarterly business review covering pipeline generation by source, stage conversion, slipped deals, closed-lost reasons, and net-new versus renewal ARR.
• Represent Horizon3 credibly in front of agency leadership, at federal industry events, and in partner-led forums, and feed field intelligence on requirements, competitors, and authorization gaps back to Product, Marketing, and Federal Engineering.
• Protect and expand existing civilian customer relationships in coordination with Customer Success and Renewals, driving usage, referenceability, and multi-year commitments.

Qualifications

• Must have a demonstrated track record of selling enterprise cybersecurity or SaaS solutions directly to U.S. federal civilian agencies, with consistent quota overachievement against a multi-million dollar number.
• 8+ years of quota-carrying enterprise technology sales experience, with 5+ years selling into U.S. federal civilian agencies.
• 3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.
• Must have existing, verifiable relationships across multiple cabinet-level civilian agencies and their component bureaus, and the ability to describe those agencies' mission priorities, buying cycles, and organizational structures in specifics rather than generalities.
• Deep understanding of federal procurement mechanics, including contract vehicles (GSA, GWACs/IDIQs, SEWP, BPAs), fiscal-year and end-of-year budget dynamics, appropriations timing, and the role of distributors, resellers, and systems integrators in a federal transaction.
• Knowledgeable in the federal compliance and authorization landscape that shapes civilian security spend — FedRAMP, FISMA, RMF and the ATO process, NIST SP 800-53, Zero Trust and OMB M-22-09, CDM, POA&M workflows, and CISA binding operational directives.
• Working understanding of offensive security and vulnerability management concepts — penetration testing, attack paths, lateral movement, privilege escalation, Active Directory weaknesses, and the practical limits of scanner-based vulnerability programs — sufficient to lead a credible technical conversation without an SE in the room.
• Proficient in managing the full sales cycle end to end: prospecting, qualification, proof of value, business case development, negotiation, procurement execution, and close.
• Proficient in Salesforce for pipeline, forecast, and activity management, and comfortable with a sales stack that includes tools such as Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, and Slack.
• Able to operate with a high degree of autonomy in an early-stage federal business — building process where none exists, working across a distributed and cross-functional team, and moving with urgency and ownership.
• Excellent verbal and written communication skills, including the ability to brief agency executives and authorizing officials on risk and mission impact rather than features.

Requirements

• Minimum education and experience requirements: 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.

Benefits

• Competitive salary, equity, and benefits.
• Health, vision & dental insurance for you and your family.
• Flexible vacation policy.
• Generous parental leave.