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Senior Federal Account Executive, Civilian

Horizon3 AI· Sales
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Washington, DC$325k - $380k + equityFull-timePosted 2mo ago

About the role

Senior-level enterprise sales role focusing on cabinet-level civilian agencies and components, selling NodeZero Federal into US government clients with a multi-year pipeline and defined ARR quotas. Role includes full sales cycle ownership, federal procurement navigation, partner development, and executive-facing engagements.

Responsibilities

  • 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 applicable federal mandates and frameworks (e.g., CISA BOD 26-04, OMB M-22-09, FISMA, NIST SP 800-53 Rev. 5/800-207, CDM) translating audit burden into validated risk reduction.
  • Navigate federal procurement end to end (GSA, GWACs/IDIQs, SEWP, P1 Marketplace, BPAs, agency contracts) and manage quoting, sole-source justification, and small-business set-aside considerations with RevOps, Legal, and Finance.
  • Build and monetize channel and integrator relationships (distributors, FedRAMP-aware resellers, SI).
  • Maintain accurate pipeline hygiene in Salesforce with realistic close dates, next steps, stage discipline, and defendable forecasts.
  • Deliver a weekly forecast and quarterly business review covering pipeline generation, stage conversion, slipped deals, and net-new vs renewal ARR.
  • Represent Horizon3 credibly in front of agency leadership, federal events, and partner-led forums; feed field intelligence back to Product, Marketing, and Federal Engineering.
  • Protect and expand existing civilian customer relationships in coordination with Customer Success and Renewals, driving usage 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 concretely.
  • Deep understanding of federal procurement mechanics, including contract vehicles (GSA, GWACs/IDIQs, SEWP, BPAs), fiscal-year timing, and the role of distributors/resellers/SI in federal transactions.
  • Knowledgeable in FedRAMP, FISMA, RMF/ATO, NIST SP 800-53 Rev. 5, NIST SP 800-207, Zero Trust, OMB M-22-09, CDM, POA&M workflows, and CISA directives.
  • Working understanding of offensive security concepts (pentesting, vulnerability management, AD weaknesses) to lead credible technical conversations.
  • Proficient in managing full sales cycle end to end and in Salesforce; comfortable with Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, Slack.
  • Ability to operate with autonomy in an early-stage federal business, building processes across a distributed team.

Skills

Required:Federal enterprise salesSalesforceProcurement processes (GSA, GWACs/IDIQs, SEWP, BPAs)

Benefits

  • Health, vision & dental insurance for you and your family
  • Flexible vacation policy
  • Generous parental leave
  • Equity package in stock options
  • Hybrid & remote work options
  • Competitive salary and equity
  • Culture of growth and inclusion
Last updated Oct 8, 2026. Interested? Apply on the company site.

About Horizon3 AI

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