Senior Federal Account Executive, Civilian

About this role

Get to Know Us

Horizon3.ai 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.

WHAT YOU'LL DO

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.

WHAT YOU'LL BRING

- 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, incl

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