Senior Federal Account Executive, Intelligence Community

The role

This individual will own and grow a named portfolio of Intelligence Community customers. You will manage the full sales cycle including mission discovery, requirement development, and contract execution.

What you will do

• Own a named portfolio of Intelligence Community customers and carry an annual net-new ARR quota
• Build mission-level account plans identifying mission systems, funding, and accreditation paths
• Prospect and self-source pipeline through cleared channels and in-person engagement
• Qualify opportunities against IC buying reality
• Pursue mission and enterprise-scale opportunities
• Run evaluations with Federal Sales Engineering in various environments
• Navigate the accreditation conversation including RMF and ICD 503
• Position NodeZero against IC frameworks and mandates
• Execute IC procurement end to end across various contract routes
• Build and monetize relationships with cleared primes and systems integrators

Required qualifications

• Demonstrated track record of selling enterprise cybersecurity or SaaS solutions into the U.S. Intelligence Community
• 8+ years of quota-carrying enterprise technology sales experience
• 5+ years selling into the U.S. Intelligence Community
• 3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions
• Must have existing, verifiable relationships across IC customers and the cleared industry ecosystem
• Deep understanding of IC acquisition and procurement mechanics
• Knowledgeable in the accreditation and compliance landscape governing IC security spend
• Working understanding of offensive security and cyber operations concepts
• Proficient in managing the full sales cycle end to end
• Proficient in Salesforce
• Ability to operate with a high degree of autonomy
• Must be able to work effectively under classification and operational security constraints

Nice to have

• Prior service as an intelligence community civilian, military member, or cleared contractor
• Experience selling offensive security, penetration testing, breach and attack simulation, continuous threat exposure management (CTEM), or security validation solutions into IC customers
• Experience taking a commercial technology through IC accreditation into an operational mission environment
• Experience selling into cleared cloud and shared-service environments
• Established relationships with cleared primes and integrators
• Experience with venture and technology-scouting organizations that serve the IC
• Experience working across both the IC and DoD
• Familiarity with Challenger or question-based selling methodologies
• Disciplined approach to MEDDPICC-style qualification

Benefits

• Health, vision & dental insurance for you and your family
• Flexible vacation policy
• Generous parental leave
• Equity package in the form of stock options

Before you apply

• Only US persons can interview for this role
• Requires an active Top Secret clearance with SCI access
• Requires a current, favorably adjudicated polygraph at the time of hire
• Must maintain the required clearance and access as a condition of continued employment

About the company

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. The team is a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners.