Senior Federal Account Executive, DoW

The role

The Senior Federal Account Executive, DoW will own and grow a named portfolio of defense customers across military departments, agencies, and combatant commands. This individual contributor role manages the full sales cycle from mission discovery to program expansion.

What you will do

• Own a named portfolio of DoD/DoW customers and carry an annual net-new ARR quota.
• Build program-level account plans identifying mission systems, funding, and contract vehicles.
• Prospect and self-source pipeline into program offices and agency leadership.
• Qualify opportunities against defense buying reality including mission need and funding.
• Pursue program-led and enterprise-scale opportunities.
• Run proof of value and paid evaluation engagements.
• Navigate authorization conversations including RMF and the ATO process.
• Position NodeZero against defense frameworks like DoD Zero Trust and NIST.
• Execute defense procurement across various contract routes including OTAs and marketplaces.
• Build and monetize relationships with primes, systems integrators, and cleared delivery partners.

Required qualifications

• Demonstrated track record of selling enterprise cybersecurity or SaaS solutions into the U.S. Department of War with multi-million dollar quota overachievement.
• 8+ years of quota-carrying enterprise technology sales experience.
• 5+ years selling into the U.S. Department of War.
• 3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.
• Existing, verifiable relationships across defense customers.
• Deep understanding of DoW acquisition and procurement mechanics.
• Knowledge of authorization and compliance landscape including RMF, ATO, and NIST.
• Working understanding of offensive security and defensive 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.
• Bachelor's degree in Business, Information Technology, Cybersecurity, or a related field, or equivalent professional experience.

Nice to have

• An active Secret, Top Secret, or TS/SCI clearance in current scope.
• Prior military service or DoD civilian experience in cyber, communications, intelligence, IT operations, or acquisition.
• Experience selling offensive security, penetration testing, breach and attack simulation, CTEM, or security validation solutions.
• Experience selling into program executive offices or major defense acquisition programs.
• Experience with combatant command and Foreign Military Sales pursuits.
• Experience closing through OTAs, consortia, or DoD marketplaces.
• Experience selling into the Defense Industrial Base against CMMC, DFARS, and supply-chain flow-down requirements.
• Familiarity with Challenger or question-based selling methodologies and 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 due to security clearance requirements.
• Must be eligible for and able to successfully secure a US Federal Security Clearance at the Secret or Top Secret level.
• Must be willing to submit to the associated investigation and adjudication process.

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.