Senior Sales Development Representative, Federal

Get to Know Us Horizon3.ai http://Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, 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 IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and 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 looking for the next Sales Development Representative (SDR) to join our Federal sales team! Founded in 2019 by industry, US Special Operations, and US National Security veterans, you'll get to work alongside an extremely knowledgeable and supportive team. From facilitating initial conversations to developing team-wide best practices, you will be an integral member of our growing sales organization. In sum, your responsibility will be to expand our presence in the Federal market by generating qualified conversations with government agencies, mission-focused organizations, and other public-sector prospects, while partnering closely with Federal Account Executives and sales leadership. The person in this role will….. - Identify and secure new Federal sales opportunities by initiating outbound cold calls, crafting compelling emails, leveraging social media platforms, and using other communication channels. - Research Federal agencies, mission priorities, organizational structures, and relevant cybersecurity initiatives to build thoughtful account plans and personalized outreach. - Promptly follow up with inbound leads to ensure no opportunity is missed, demonstrating attentiveness and professionalism in every interaction. - Use professional communication skills and create an excellent first impression with prospects. Develop and refine effective email and call messaging for Federal audiences. - Utilize prospecting and research tools like LinkedIn Sales Navigator, Seamless.ai http://Seamless.ai, and Salesforce to identify target accounts and contacts. - Partner with Federal Account Executives to coordinate account strategy, implement effective handoff plans, and prepare for qualification calls and discovery meetings with target prospects. - Learn and apply Federal-market messaging, procurement context, and cybersecurity priorities to improve the quality of outreach and early conversations. - Manage scheduling and calendaring of sales calls, emails, and other engagements. - Keep track of leads and execute with agility through disciplined follow-up and accurate CRM activity. - Effectively collaborate and work cooperatively with cross-functional teams, including Federal Sales, Product, Engineering, Marketing, Legal, Policy, and Operations. - Strategize with the team to innovate and improve the overall Federal sales development process, including repeatable prospecting plays and messaging. - Stay up to date and informed on NodeZero product and service information. Maintain sufficient product knowledge to answer initial prospect questions and connect prospects with the right resources. - Set, monitor, and strive to exceed sales goals, ensuring consistent progress toward achieving targets. What You’ll Bring - At least 6 months of experience working in a Sales Development role. - At least 6 months of experience in the information security, cybersecurity, or SaaS space preferred. - Experience prospecting into Federal agencies, defense organizations, government contractors, or other public-sector or regulated buyers is required. - College degree or equivalent work experience. - Interest in learning Federal procurement processes, mission requirements, and cybersecurity or compliance considerations. - Strong written and verbal communication skills, with the ability to tailor messaging to different public-sector audiences. - Demonstrated persistence, attention to detail, problem-solving ability, and collaboration instincts. - Experience with software such as Outreach.io http://Outreach.io, ZoomInfo, LinkedIn Sales Navigator, and Salesforce CRM. - Willingness and ability to travel regularly for Federal sales activities and work from Horizon3.ai http://Horizon3.ai's Washington, D.C. office once it opens. Work Authorization Only US persons can interview for this role due to security clearance requirements by our customer(s) and/or vendor(s). Travel Required This role requires regular travel to support Federal sales activities, including prospect and customer meetings, industry events, and team meetings. The role will also require regular in-person work from Horizon3.ai http://Horizon3.ai's Washington, D.C. office once it opens. Job-related travel expenses are reviewed and must be approved by your manager. Compensation and Values At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. In accordance with various State’s transparency regulations, we provide the following salary range information for this position: - Total On-Target Compensation: $90,000 - $100,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. - Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. Perks of Horizon3.ai http://Horizon3.ai - Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. - Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. - Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. - Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location, including our Chicago office, where some roles require regular in-office presence. - Competitive Compensation: We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave. You Belong Here Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. Application Note In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.