Senior Federal Account Executive, Intelligence Community

Get to Know Us 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 before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs.  We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, false positives resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results.   WHAT YOU'LL DO We are seeking a Senior Account Executive, Intelligence Community to own and grow a named portfolio of IC customers across the intelligence agencies, their mission directorates, and the cleared industry ecosystem that supports them. This is a quota-carrying, individual contributor role responsible for the full sales cycle: mission discovery, sponsor and requirement development, evaluation, authorization and contract path, close, and mission expansion. Selling into the Intelligence Community rewards a very specific profile. Access is the first constraint, not the last: much of the work happens in cleared spaces, with cleared people, on programs that cannot be discussed outside them. Requirements originate with mission and security officers rather than procurement, the technical gate is an accreditation decision governed by IC-specific policy and overlays, and the contract path frequently runs through an agency-specific vehicle or a cleared prime. Horizon3 was founded by former U.S. Special Operations cyber operators, including a CEO who served as a CTO within the special operations community, and NodeZero has an established record supporting national security missions. You will be selling proof of exploitability into organizations whose standard for evidence is higher than any commercial buyer's. The ideal candidate holds a current TS/SCI with polygraph, has carried and exceeded a multi-million dollar IC quota, and can operate credibly with mission owners, program security, and accrediting authorities. You will own your portfolio as a business: named account and mission plans, sponsor and accrediting-official maps, a cleared partner and prime strategy, and a forecast you can defend line by line within the constraints of what can be documented. This role will be responsible for: - Own a named portfolio of Intelligence Community customers spanning the intelligence agencies, mission directorates, and associated cleared programs, carrying an annual net-new ARR quota with defined expansion targets. - Build mission-level account plans that identify the mission system, the accountable mission or program owner, the funding line, the accreditation path, and the contract route before forecasting revenue against them. - Prospect and self-source pipeline through cleared channels and in-person engagement, working mission owners, CIO/CISO and security organizations, defensive and offensive cyber elements, vulnerability management and assessment teams, accreditation and security staff, and program managers. - Qualify against IC buying reality — active mission need, named sponsor, identified funding, viable accreditation path, and executable contract route — and disqualify early and explicitly when those conditions are absent. - Pursue mission and enterprise-scale opportunities where a single contract action reaches multiple mission systems, enclaves, or components, rather than optimizing for individual seat-based transactions. - Run evaluations with Federal Sales Engineering in range, development, and operational environments, including engagements conducted entirely within cleared facilities, converting technical results into a documented mission case, security case, and executive readout. - Navigate the accreditation conversation credibly, including RMF with IC overlays, ICD 503, CNSSI 1253, ATO and accreditation authority, classification and impact-level applicability, cross-domain and boundary considerations, connection approval, STIG and hardening expectations, and what each of those means for deployment timeline and scope. - Position NodeZero against the frameworks and mandates IC buyers already operate under, including NIST SP 800-53, IC and DoD Zero Trust direction, continuous monitoring and assessment requirements, and POA&M workflows, and make the output usable by accrediting officials and mission risk owners. - Execute IC procurement end to end across the full range of contract routes — agency-specific vehicles, GSA and GWAC vehicles, OTAs and consortia, BPAs, and cleared prime and subcontract paths — coordinating with RevOps, Legal, Finance, and Contracts. - Build and monetize relationships with cleared primes, systems integrators, and mission-capable delivery partners who hold the facilities, personnel, and operating authority to reach programs we cannot reach directly, and who can carry deployment and support inside classified environments. - Maintain accurate, current, and defensible pipeline hygiene in Salesforce, working with Federal leadership and Security to record opportunities at the appropriate classification and handling level. Execute Federal agency deals in the Federal Salesforce instance in accordance with FCI and CUI handling requirements, and escalate rather than improvise when deal detail cannot be captured in a system of record. - Deliver a weekly forecast and quarterly business review covering pipeline generation by source, stage conversion, slipped deals, closed-lost reasons, and net-new versus renewal ARR. - Represent Horizon3 credibly with senior IC leadership, at cleared industry events and conferences, and in prime and consortium forums, and feed field intelligence on requirements, competitors, and accreditation gaps back to Product, Marketing, and Federal Engineering, within classification constraints. - Protect and expand existing IC customer relationships with Customer Success and Renewals, driving usage, referenceability, and multi-year commitments. In the IC, delivery reputation travels faster than any marketing program, in both directions. WHAT YOU'LL BRING - Demonstrated track record of selling enterprise cybersecurity or SaaS solutions into the U.S. Intelligence Community, with consistent quota overachievement against a multi-million dollar number. - 8+ years of quota-carrying enterprise technology sales experience, with 5+ years selling into the U.S. Intelligence Community. - 3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions. - Must have existing, verifiable relationships across IC customers and the cleared industry ecosystem, and the ability to describe those organizations' missions, directorate structures, acquisition models, and buying cycles in specifics rather than generalities. - Deep understanding of IC acquisition and procurement mechanics, including agency-specific vehicles, OTAs and consortia, program of record versus rapid-acquisition paths, appropriation types and funding cycles, and the role of cleared primes and integrators in an IC transaction. - Knowledgeable in the accreditation and compliance landscape that governs IC security spend — RMF with IC overlays, ICD 503, CNSSI 1253, accreditation authority and the ATO process, classification and handling requirements, cross-domain considerations, and POA&M workflows — and able to discuss accreditation as part of the sale rather than as an obstacle handed to someone else. - Working understanding of offensive security and cyber operations concepts — penetration testing, attack paths, lateral movement, privilege escalation, Active Directory weaknesses, and the practical limits of scanner-based vulnerability programs — sufficient to lead a credible technical conversation with operators. - Proficient in managing the full sales cycle end to end: prospecting, qualification, evaluation, mission and business case development, negotiation, procurement execution, and close. - Proficient in Salesforce for pipeline, forecast, and activity management, and comfortable with a sales stack that includes tools such as Outreach.io http://Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, and Slack. - Ability to operate with a high degree of autonomy in an early-stage federal business — building process where none exists, working across a distributed and cross-functional team, and moving with urgency and ownership. - Must be able to work effectively under classification and operational security constraints, including regular work in cleared facilities, limited use of standard collaboration and productivity tools, and the discipline to manage what can and cannot be shared internally. - Excellent verbal and written communication skills, including the ability to brief senior IC leadership on mission risk and operational readiness rather than product features. MINIMUM EDUCATION AND EXPERIENCE REQUIREMENTS: - Bachelor's degree in Business, Information Technology, Cybersecurity, or a related field, or equivalent professional experience. - Reside in or relocate to the DC Metro area. WORK AUTHORIZATION & SECURITY CLEARANCE REQUIREMENTS Only US persons can interview for this role due to security clearance requirements by our customer(s) and/or vendor(s). This role requires an active Top Secret clearance with SCI access and a current, favorably adjudicated polygraph at the time of hire. Candidates without an active TS/SCI with polygraph cannot be considered for this position. The employee must maintain the required clearance and access as a condition of continued employment. WHAT SETS YOU APART? - Prior service as an intelligence community civilian, military member, or cleared contractor, particularly in a cyber, SIGINT, information assurance, IT operations, or acquisition capacity. - Experience selling offensive security, penetration testing, breach and attack simulation, continuous threat exposure management (CTEM), or security validation solutions into IC customers. - Experience taking a commercial technology through IC accreditation into an operational mission environment, including work with program security and accrediting officials. - Experience selling into cleared cloud and shared-service environments, and familiarity with how IC enterprise services and enclave architectures shape what can be deployed. - Established relationships with cleared primes and integrators, and a track record of using those relationships to reach mission owners and accelerate contract access. - Experience with venture and technology-scouting organizations that serve the IC, and with the pathways they create for emerging technology adoption. - Experience working across both the IC and DoD, including joint and mission-partner environments. - Familiarity with Challenger or question-based selling methodologies and a disciplined approach to MEDDPICC-style qualification. TRAVEL REQUIRED We are a fully remote company, though this role requires regular on-site presence at customer and cleared facilities in the National Capital Region. This job may require up to 50% of travel to be successful, including travel to customer and program locations, cleared industry events, partner engagements, and internal team ga…