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Senior Federal Account Executive, DoW

Horizon3 AI· Sales
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Washington, DCFull-timePosted 2mo ago

About the role

Senior Federal Account Executive responsible for owning and growing a named portfolio of DoD/DoW customers, managing full sales cycles from discovery to close and program expansion in defense environments.

Responsibilities

  • Own a named portfolio of DoD/DoW customers spanning military departments, defense agencies, combatant commands, program executive offices, and joint and mission-focused cyber organizations, carrying an annual net-new ARR quota with defined expansion targets.
  • Build program-level account plans that identify the mission system, the accountable mission or program owner, the funding line, the authorization path, and the contract vehicle before forecasting revenue against them.
  • Prospect and self-source pipeline into program offices, service and agency CIO/CISO organizations, cyber protection and defensive cyber operations teams, SOC and vulnerability management functions, RMF and authorization staff, and mission owners.
  • Qualify against defense buying reality — active mission need, named sponsor, identified funding, viable authorization path, and executable contract route — and disqualify early and explicitly when those conditions are absent.
  • Pursue program-led and enterprise-scale opportunities where a single contract action reaches many end users, systems, or suppliers, rather than optimizing for individual seat-based transactions.
  • Run proof of value and paid evaluation engagements with Federal Sales Engineering in operational, range, and production environments, converting technical results into a documented mission case, procurement action, and executive readout.
  • Navigate the authorization conversation credibly, including RMF, the ATO process, impact levels and CC SRG applicability, connection and boundary requirements, STIG and hardening expectations, data handling, and what each of those means for deployment timeline and scope.
  • Position NodeZero against the frameworks and mandates defense buyers already operate under, including the DoD Zero Trust Reference Architecture and Capabilities and Activities, CORA, NIST SP 800-53 and 800-171/172, CMMC, and CISA KEV-aligned remediation timelines.
  • Execute defense procurement end to end across the full range of contract routes — GSA and GWAC vehicles, SEWP, marketplaces such as Platform One and Tradewinds, OTAs and consortia, BPAs, and prime and subcontract paths — coordinating with RevOps, Legal, Finance, and Contracts.
  • Build and monetize relationships with primes, systems integrators, and cleared delivery partners, treating them as accelerators who bring contract access, program relationships, capture support, and delivery reach into supplier and program ecosystems.
  • 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. Execute Federal agency deals in the Federal Salesforce instance in accordance with FCI and CUI handling requirements.
  • 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 with senior military and civilian defense leadership, at defense industry events, and in prime and consortium forums, and feed field intelligence on requirements, competitors, and authorization gaps back to Product, Marketing, and Federal Engineering.
  • Protect and expand existing defense customer relationships with Customer Success and Renewals, driving usage, referenceability, and multi-year commitments. In defense, a poorly delivered win is worse than no win, because programs talk to each other.

Qualifications

  • Must have a demonstrated track record of selling enterprise cybersecurity or SaaS solutions into the U.S. Department of War, with consistent quota overachievement against a multi-million dollar number.
  • 8+ years of quota-carrying enterprise technology sales experience, with 5+ years selling into the U.S. Department of War.
  • 3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.
  • Must have existing, verifiable relationships across defense customers, and the ability to describe those organizations' missions, command relationships, acquisition structures, and buying cycles in specifics rather than generalities.
  • Deep understanding of DoW acquisition and procurement mechanics, including contract vehicles and marketplaces, OTAs and consortia, program of record versus rapid-acquisition paths, color of money and appropriation types, POM and budget cycles, and the role of primes and integrators in a defense transaction.
  • Knowledgeable in the authorization and compliance landscape that governs defense security spend — RMF and the ATO process, impact levels and CC SRG, DoD Zero Trust, CORA, NIST SP 800-53 and 800-171/172, CMMC, and POA&M workflows — and able to discuss authorization as part of the sale rather than as an obstacle handed to someone else.
  • Working understanding of offensive security and defensive cyber operations concepts — penetration testing, attack paths, lateral movement, privilege escalation, Active Directory weaknesses, and the practical limits of scanner-based vulnerability programs.
  • Proficient in managing the full sales cycle end to end: prospecting, qualification, proof of value, mission and 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 Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, and Slack.
  • Must be 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 flag-level and senior civilian leadership on mission risk and operational readiness rather than product features.

Skills

Required:Enterprise cybersecurity or SaaS sales to DoD/DoWDoW acquisition and procurement mechanicsAuthorization and compliance landscapeSalesforce & sales stackTechnical credibility with operators
Nice to have:DoD procurement programs

Benefits

  • Health, vision & dental insurance for you and your family
  • Flexible vacation policy
  • Generous parental leave
  • Hybrid & Remote Work options including Chicago office
Last updated Sep 17, 2026. Interested? Apply on the company site.

About Horizon3 AI

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