Senior Federal Account Executive, Civilian

1 нед. назад

USASenior

salesforcecrmaccount management

Sales role managing and growing accounts in federal civilian agencies for a cybersecurity company.

Обязанности

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.
The ideal candidate has carried and exceeded a multi-million dollar civilian quota, knows the difference between an enthusiastic program office and a funded program of record, and can navigate the authorization, procurement, and partner layers that determine whether a federal deal actually closes. You will own your agency portfolio as a business: named account plans, sponsor and champion maps, a partner strategy, and a forecast you can defend line by line.
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.

Требования

Only US persons can interview for this role due to security clearance requirements by our customer(s) and/or vendor(s). While a clearance is not required to perform the core responsibilities of this role, the employee must be eligible for and able to successfully secure a US Federal Security Clearance if required by a specific customer program or engagement.

Условия

At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations.
In accordance with various State’s transparency regulations, we provide the following salary range information for this position:
Total On-Target Compensation: $325,000 - $380,000k OTE 50/50 split annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.
Additional compensation: All full-time roles are eligible for an equity package in the form of stock options.
Perks of
Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive.
Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities.
Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking.
Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location, including our Chicago office, where some roles require regular in-office presence.
Competitive Compensation: We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave.

Другое

is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs.
We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results.
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, 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.
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.
Experience selling offensive security, penetration testing, breach and attack simulation, continuous threat exposure management (CTEM), or security validation solutions into federal customers.
Experience being the first or one of the first sellers into a civilian agency — opening a stale or greenfield account and building it into a program-level relationship.
Experience selling a FedRAMP-authorized SaaS platform, including guiding an agency through package review, agency ATO, and production deployment.
Knowledge of the civilian systems integrator and prime ecosystem, and a track record of using those relationships to reach mission owners and accelerate contract access.
Prior experience as a government civilian, military member, or federal contractor, particularly in a cybersecurity, IT operations, or program management capacity.
Familiarity with Challenger or question-based selling methodologies and a disciplined approach to MEDDPICC-style qualification.
Experience selling into public-facing citizen services and mission application environments where appsec and testing budgets already exist.
We are a fully remote company, and this job may require up to 50% of travel to be successful, primarily within the National Capital Region and to agency and partner locations, industry events, and internal team gatherings. Job-related travel expenses are reviewed and must be approved by your manager.
Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law.
Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth.
We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless.
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice.
In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.