Senior Federal Account Executive, Intelligence Community

Horizon3.ai
Washington
Workplace: RemoteFull timeFunction: SalesExperience: 8+ yearsEducation: bachelorsSkills: ["Verbal communication","Written communication","Autonomy","Ownership","Collaboration"]

Own and grow a named Intelligence Community customer portfolio, carrying a quota and driving the full federal sales cycle from mission discovery through evaluation, authorization/contract path, close, and expansion. Build mission-level account plans, prospect via cleared channels, qualify against IC buying reality, and partner with Federal Sales Engineering, RevOps, Legal, Finance, and Contracts. Represent Horizon3 with IC leadership and manage pipeline and forecasting in Salesforce while operating under clearance constraints.

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FursaFursa
Horizon3.ai
Horizon3.ai
1 day ago

Senior Federal Account Executive, Intelligence Community

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Source: Company careers pageValidated by: Fursa AI
Last checked: 5 hours agoStatus: Live

Job Summary

Own and grow a named Intelligence Community customer portfolio, carrying a quota and driving the full federal sales cycle from mission discovery through evaluation, authorization/contract path, close, and expansion. Build mission-level account plans, prospect via cleared channels, qualify against IC buying reality, and partner with Federal Sales Engineering, RevOps, Legal, Finance, and Contracts. Represent Horizon3 with IC leadership and manage pipeline and forecasting in Salesforce while operating under clearance constraints.
Location: Washington
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own and grow a named portfolio of Intelligence Community customers, carrying an annual net-new ARR quota and defined expansion targets.
  • •Build mission-level account plans covering mission systems, accountable owners, funding lines, accreditation paths, and contract routes; forecast revenue accordingly.
  • •Prospect and self-source pipeline through cleared channels and in-person engagement, qualifying against active mission need, named sponsors, funding, accreditation paths, and contract routes.
  • •Run evaluations with Federal Sales Engineering and convert technical results into documented mission and security cases and executive readouts.
  • •Maintain defensible pipeline hygiene in Salesforce, deliver weekly forecasts and quarterly business reviews, and expand/protect relationships with Customer Success and Renewals.
Travel: Extensive travel

Key Requirements

  • •8+ years of quota-carrying enterprise technology sales experience, including 5+ years selling into the U.S. Intelligence Community.
  • •3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.
  • •Demonstrated, verifiable relationships across IC customers and the cleared industry ecosystem.
  • •Working knowledge of IC acquisition/procurement mechanics and contract routes (including vehicles, OTAs/consortia, and cleared primes/integrators).
  • •Active Top Secret clearance with SCI access and a current, favorably adjudicated polygraph at the time of hire.
Experience:8+ yearsCybersecurityINFOSECSaaSU.S. Intelligence Community
Education:Bachelor's
Skills:Verbal communicationWritten communicationAutonomyOwnershipCollaboration
Tech Stack:SalesforceOutreach.ioLinkedIn Sales NavigatorZoomInfoGongSlackNodeZeroTMRMFNIST SP 800-53ICD 503CNSSI 1253ATOPOA&MSTIGActive Directory

Eligibility

Security Clearance:Top SecretSCI accessPolygraph

Company Brief

Horizon3.ai
Builds NodeZero®, an autonomous penetration-testing platform that continuously finds, prioritizes, and verifies exploitable vulnerabilities across on-premises, cloud, and hybrid environments to help organizations reduce security risk.
Industry: Cybersecurity
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Funding: Series D
Headquarters: San Francisco, United States
Founded: 2019
Glassdoor
Glassdoor: 4.9
WebsiteLinkedInGlassdoor