Responsibilities

We are seeking a Senior Federal Account Executive, Department of War to own and grow a named portfolio of defense customers across the military departments, defense agencies, combatant commands, and program executive offices. This is a quota-carrying, individual contributor role responsible for the full sales cycle: mission discovery, sponsor and requirement development, proof of value, authorization and contract path, close, and program expansion.
Selling autonomous pentesting into defense is not a commercial motion run in a different building. The buying center is a program or mission owner, the technical gate is an authorization decision, and the contract path is frequently a vehicle, an OTA, a consortium, or a prime rather than a direct purchase order. Our CEO is a former CTO at U.S. Joint Special Operations Command, NodeZero is the offensive security engine behind the NSA Cybersecurity Collaboration Center's Continuous Autonomous Penetration Testing program, and the platform is assessed "Awardable" in the Department of War's Platform One Solutions Marketplace and listed on the Tradewinds Solutions Marketplace. You will be selling into a market where we already have mission credibility and access routes, and where the work is converting that credibility into programs of record.
The ideal candidate has carried and exceeded a multi-million dollar DoW quota, is fluent in how defense organizations actually buy, and can hold a technical conversation about attack paths and mission risk with an operator without needing an SE in the room. You will own your portfolio as a business: named account and program plans, sponsor and authorizing-official maps, a partner and prime strategy, and a forecast you can defend line by line.
This role will be responsible for:
Own a named portfolio of DoD/DoW customers spanning military departments, defense agencies, combatant commands, program executive offices, and joint and mission-focused cyber organizations, carrying an annual net-new ARR quota with defined expansion targets.
Build program-level account plans that identify the mission system, the accountable mission or program owner, the funding line, the authorization path, and the contract vehicle before forecasting revenue against them.
Prospect and self-source pipeline into program offices, service and agency CIO/CISO organizations, cyber protection and defensive cyber operations teams, SOC and vulnerability management functions, RMF and authorization staff, and mission owners.
Qualify against defense buying reality — active mission need, named sponsor, identified funding, viable authorization path, and executable contract route — and disqualify early and explicitly when those conditions are absent.
Pursue program-led and enterprise-scale opportunities where a single contract action reaches many end users, systems, or suppliers, rather than optimizing for individual seat-based transactions.
Run proof of value and paid evaluation engagements with Federal Sales Engineering in operational, range, and production environments, converting technical results into a documented mission case, procurement action, and executive readout.
Navigate the authorization conversation credibly, including RMF, the ATO process, impact levels and CC SRG applicability, connection and boundary requirements, STIG and hardening expectations, data handling, and what each of those means for deployment timeline and scope.
Position NodeZero against the frameworks and mandates defense buyers already operate under, including the DoD Zero Trust Reference Architecture and Capabilities and Activities, CORA, NIST SP 800-53 and 800-171/172, CMMC, and CISA KEV-aligned remediation timelines.

Qualification

Proficient in Salesforce for pipelineBachelor's degree in Business

Required

8+ years of quota-carrying enterprise technology sales experience, with 5+ years selling into the U.S. Department of War.
3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.
Deep understanding of DoW acquisition and procurement mechanics, including contract vehicles and marketplaces, OTAs and consortia, program of record versus rapid-acquisition paths, color of money and appropriation types, POM and budget cycles, and the role of primes and integrators in a defense transaction.
Knowledgeable in the authorization and compliance landscape that governs defense security spend — RMF and the ATO process, impact levels and CC SRG, DoD Zero Trust, CORA, NIST SP 800-53 and 800-171/172, CMMC, and POA&M workflows — and able to discuss authorization as part of the sale rather than as an obstacle handed to someone else.
Working understanding of offensive security and defensive 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, proof of value, 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, LinkedIn Sales Navigator, ZoomInfo, Gong, and Slack.
Must be able 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.
Excellent verbal and written communication skills, including the ability to brief flag-level and senior civilian 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.
Work Authorization & Security Clearance Requirements

Senior Federal Account Executive, DoW at horizon3ai · LumiJobs

Senior Federal Account Executive, DoW

Responsibilities

Qualification

Required

Benefits

Company

horizon3ai

More roles at horizon3ai