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Horizon3.ai is a fast-growing cybersecurity company that delivers autonomous pentesting and vulnerability assessment at scale. The NodeZero platform enables organizations to proactively identify and fix exploitable attack vectors before criminals exploit them, serving everyone from educational institutions to Global 100 enterprises and government agencies.
This Senior Account Executive role focuses exclusively on the Intelligence Community (IC) market—a specialized, high-stakes segment requiring deep expertise in cleared environments, IC procurement, and national security missions. You will own and grow a named portfolio of IC customers across intelligence agencies, mission directorates, and the cleared industry ecosystem.
Key responsibilities include:
- Own a named portfolio of IC customers with defined annual net-new ARR quota and expansion targets
- Build mission-level account plans identifying mission systems, accountable owners, funding lines, accreditation paths, and contract routes
- Prospect and self-source pipeline through cleared channels and in-person engagement with mission owners, CIO/CISO teams, cyber elements, vulnerability management staff, accreditation authorities, and program managers
- Qualify opportunities against IC buying reality: active mission need, named sponsor, identified funding, viable accreditation path, executable contract route
- Pursue mission and enterprise-scale opportunities spanning multiple mission systems, enclaves, or components
- Run evaluations with Federal Sales Engineering in range, development, and operational environments, including cleared facilities
- Navigate accreditation conversations credibly: RMF with IC overlays, ICD 503, CNSSI 1253, ATO, classification/impact levels, cross-domain considerations, STIG hardening, deployment timelines
- Position NodeZero against IC frameworks: NIST SP 800-53, IC/DoD Zero Trust, continuous monitoring, POA&M workflows
- Execute IC procurement end-to-end across agency-specific vehicles, GSA/GWAC, OTAs, BPAs, and cleared prime/subcontract paths
- Build and monetize relationships with cleared primes, systems integrators, and mission-capable delivery partners
- Maintain accurate pipeline hygiene in Salesforce with proper classification and CUI handling
The ideal candidate holds current TS/SCI with polygraph, has carried and exceeded multi-million dollar IC quotas, and operates credibly with mission owners, program security, and accrediting authorities. This is a quota-carrying individual contributor role responsible for the full sales cycle from mission discovery through expansion.
