Senior Federal Account Executive, DoD

Horizon3.ai
Washington
Workplace: RemoteFull timeFunction: SalesExperience: 8+ yearsEducation: bachelorsSkills: ["Verbal communication","Written communication","Relationship building","Forecasting discipline","Autonomy"]

Own and grow a named portfolio of DoD customers in a quota-carrying, full-cycle sales role—from mission discovery and sponsor/requirement development through proof of value, authorization/ATO path, contracting, and program expansion. Build program-level account plans, qualify opportunities against defense buying reality, run paid evaluation engagements, navigate RMF/ATO and compliance frameworks, and execute defense procurement across vehicles and marketplaces while maintaining Salesforce pipeline hygiene and delivering forecasts.

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FursaFursa
Horizon3.ai
Horizon3.ai
2 days ago

Senior Federal Account Executive, DoD

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Last checked: 13 hours agoStatus: Live

Job Summary

Own and grow a named portfolio of DoD customers in a quota-carrying, full-cycle sales role—from mission discovery and sponsor/requirement development through proof of value, authorization/ATO path, contracting, and program expansion. Build program-level account plans, qualify opportunities against defense buying reality, run paid evaluation engagements, navigate RMF/ATO and compliance frameworks, and execute defense procurement across vehicles and marketplaces while maintaining Salesforce pipeline hygiene and delivering forecasts.
Location: Washington
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own a named portfolio of DoD/DoD-DoW customers across military departments, defense agencies, combatant commands, and program executive offices, carrying an annual net-new ARR quota with defined expansion targets.
  • •Build program-level account plans identifying mission system, accountable owner, funding line, authorization path, and contract vehicle before forecasting revenue.
  • •Prospect and self-source pipeline into program offices and relevant defense organizations, qualifying against defense buying reality and disqualifying early when conditions are absent.
  • •Run proof of value and paid evaluation engagements, converting technical results into mission cases, procurement actions, and executive readouts while navigating authorization conversations (RMF/ATO and related requirements).
  • •Execute defense procurement end to end across contract routes (GSA/GWAC, SEWP, marketplaces, OTAs/consortia, BPAs, prime/sub paths) and maintain Salesforce pipeline hygiene, weekly forecasts, and quarterly business reviews.
Travel: High travel

Pay and Benefits

Perks:Health InsuranceVisionDentalEquityRemote Work

Key Requirements

  • •Demonstrated track record selling enterprise cybersecurity or SaaS solutions into the U.S. Department of Defense with consistent quota overachievement against a multi-million-dollar number.
  • •8+ years of quota-carrying enterprise technology sales experience, including 5+ years selling into the U.S. Department of Defense.
  • •3+ years selling cybersecurity, INFOSEC, or security SaaS solutions.
  • •Deep understanding of DoD acquisition and procurement mechanics, including contract vehicles, marketplaces, OTAs and consortia, and program-of-record vs rapid-acquisition paths.
  • •Knowledgeable in the authorization and compliance landscape governing defense security spend (RMF/ATO, impact levels/CC SRG, DoD Zero Trust, CORA, NIST SP 800-53 and 800-171/172, CMMC, and POA&M workflows).
Experience:8+ yearsCybersecuritySaaSEnterprise salesDoDOffensive security
Education:Bachelor's in Business, Information Technology, Cybersecurity, or a related field
Skills:Verbal communicationWritten communicationRelationship buildingForecasting disciplineAutonomy
Tech Stack:SalesforceOutreach.ioLinkedIn Sales NavigatorZoomInfoGongSlack

Eligibility

Security Clearance:SecretTop SecretTS/SCI

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
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