Senior Federal Account Executive, DoD

About this role

Get to Know Us

Horizon3 is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and 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 ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs. 

We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, 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, Department of Defense to own and grow a named portfolio of defense customers across the military departments, defense agencies, combatant commands, and program executive offices. This is a quota-carrying, individual contributor role responsible for the full sales cycle: mission discovery, sponsor and requirement development, proof of value, authorization and contract path, close, and program expansion.

Selling autonomous pentesting into defense is not a commercial motion run in a different building. The buying center is a program or mission owner, the technical gate is an authorization decision, and the contract path is frequently a vehicle, an OTA, a consortium, or a prime rather than a direct purchase order. Our CEO is a former CTO at U.S. Joint Special Operations Command, NodeZero is the offensive security engine behind the NSA Cybersecurity Collaboration Center's Continuous Autonomous Penetration Testing program, and the platform is assessed "Awardable" in the Department of War's Platform One Solutions Marketplace and listed on the Tradewinds Solutions Marketplace. You will be selling into a market where we already have mission credibility and access routes, and where the work is converting that credibility into programs of record.

The ideal candidate has carried and exceeded a multi-million dollar DoD quota, is fluent in how defense organizations actually buy, and can hold a technical conversation about attack paths and mission risk with an operator without needing an SE in the room. You will own your portfolio as a business: named account and program plans, sponsor and authorizing-official maps, a partner and prime strategy, and a forecast you can defend line by line.

This role will be responsible for:

- 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-

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