Responsibilities

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.

Qualification

Proficient in Salesforce for pipelineBachelor's degree in Business

Required

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, 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

Senior Federal Account Executive, Intelligence Community at horizon3ai · LumiJobs

Senior Federal Account Executive, Intelligence Community

Responsibilities

Qualification

Required

Benefits

Company

horizon3ai

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