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Senior Federal Account Executive, Intelligence Community

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

About the role

Senior Account Executive responsible for owning and growing a named portfolio of Intelligence Community customers, managing the full sales cycle from discovery to close, and delivering against a multi-year IC quota in a cleared environment.

Responsibilities

  • - Own a named portfolio of Intelligence Community customers spanning the intelligence agencies, mission directorates, and associated cleared programs, carrying an annual net-new ARR quota with defined expansion targets.
  • - Build mission-level account plans identifying the mission system, owner, funding line, accreditation path, and contract route; forecast revenue accordingly.
  • - Prospect and self-source pipeline through cleared channels and in-person engagement with mission owners, CIO/CISO and security organizations, defense/cyber elements, and accreditation staff.
  • - Qualify against IC buying reality and disqualify early when conditions are absent.
  • - Pursue enterprise-scale opportunities where a single contract action reaches multiple mission systems or components.
  • - Run evaluations with Federal Sales Engineering, converting technical results into mission and security cases and executive readouts.
  • - Navigate accreditation conversations including RMF IC overlays, ICD 503, CNSSI 1253, ATO processes, and cross-domain considerations.
  • - Position NodeZero against IC frameworks (NIST SP 800-53, DoD Zero Trust, continuous monitoring, POA&M) for accreditation-ready outputs.
  • - Execute IC procurement end-to-end across agency vehicles, OTAs, GSA/GWACs, BPAs, and prime/subcontract paths.
  • - Build and monetize relationships with cleared primes and integrators to reach programs that cannot be accessed directly.
  • - Maintain accurate pipeline hygiene in Salesforce and record opportunities at appropriate classifications.
  • - Deliver weekly forecasts and quarterly business reviews with pipeline metrics and deal visibility.
  • - Represent Horizon3 with senior IC leadership at events; feed field intelligence to Product/Marketing/Federal Engineering.
  • - Protect and expand IC customer relationships with Customer Success and Renewals through multi-year commitments.

Qualifications

  • - Demonstrated track record selling enterprise cybersecurity or SaaS into the U.S. Intelligence Community with multi-million dollar quotas.
  • - 8+ years quota-carrying enterprise technology sales experience; 5+ years selling into the U.S. Intelligence Community.
  • - 3+ years selling cybersecurity/INFOSEC or security SaaS solutions.
  • - Existing verifiable relationships across IC customers and cleared ecosystem; ability to describe organizations’ missions and buying cycles specifically.
  • - Deep understanding of IC acquisition/procurement mechanics and funding cycles.
  • - Knowledge of accreditation landscape (RMF IC overlays, ICD 503, CNSSI 1253, ATO) and ability to discuss it in sales context.
  • - Working knowledge of offensive security concepts to engage credibly with operators.
  • - End-to-end sales cycle proficiency; Salesforce proficiency; familiarity with Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, Slack.
  • - Ability to operate autonomously in an early-stage federal business; work in cleared facilities; manage information sharing within security constraints.
  • - Excellent verbal and written communication for briefing senior IC leadership.

Skills

Required:Enterprise cybersecurity or SaaS sales into ICIC procurement and accreditation knowledgeAccreditation/ RMF with IC overlays

Benefits

  • - Health, vision & dental insurance for you and your family
  • - Flexible vacation policy
  • - Generous parental leave
  • - Equity package in full-time roles
  • - Inclusive and growth-oriented culture
Last updated Aug 27, 2026. Interested? Apply on the company site.

About Horizon3 AI

Only Pentesting Platform Proven in Production

Continuously assess, fix, and verify your security posture. Securing enterprises across many attack surfaces.

PentestingSecurity PostureThreat DetectionVulnerabilitiesRisk AssessmentOffensive Security
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