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Horizon3.ai is seeking a Senior Federal Account Executive to own and grow a named portfolio of Department of Defense customers across 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.
The ideal candidate has carried and exceeded a multi-million dollar DoD quota and is fluent in how defense organizations actually buy. You will own your portfolio as a business with named account and program plans, sponsor and authorizing-official maps, partner and prime strategy, and a defensible forecast.
Key responsibilities include: owning a named portfolio of DoD customers with defined net-new ARR quota and expansion targets; building program-level account plans identifying mission systems, accountable owners, funding lines, authorization paths, and contract vehicles; prospecting into program offices, service/agency CIO/CISO organizations, cyber protection teams, SOC and vulnerability management functions, RMF and authorization staff; qualifying against defense buying reality (active mission need, named sponsor, identified funding, viable authorization path, executable contract route); pursuing program-led and enterprise-scale opportunities; running proof of value and paid evaluation engagements with Federal Sales Engineering; navigating authorization conversations credibly (RMF, ATO process, impact levels, CC SRG applicability, STIG requirements, data handling); positioning NodeZero against defense frameworks (DoD Zero Trust Reference Architecture, CORA, NIST SP 800-53/171/172, CMMC, CISA KEV); executing defense procurement end-to-end across GSA/GWAC vehicles, SEWP, marketplaces (Platform One, Tradewinds), OTAs, consortia, BPAs, and prime/subcontract paths; building relationships with primes, systems integrators, and cleared delivery partners; maintaining accurate pipeline hygiene in Salesforce with realistic close dates and stage discipline; and delivering weekly forecasts and quarterly business reviews.
Horizon3.ai's NodeZero platform delivers production-safe autonomous pentests and assessment operations at scale across internal, external, cloud, and hybrid environments. The company is led by former U.S. Special Operations cyber operators and startup engineers. NodeZero is the offensive security engine behind the NSA Cybersecurity Collaboration Center's Continuous Autonomous Penetration Testing program and is assessed "Awardable" in the Department of War's Platform One Solutions Marketplace.
