Senior Federal Account Executive, Civilian at horizon3ai · LumiJobs

Responsibilities

We are seeking a Senior Federal Account Executive, Civilian to own and grow a defined portfolio of cabinet-level civilian agencies and their component bureaus, offices, and administrations. This is a quota-carrying, individual contributor role responsible for the full sales cycle — from mission discovery and sponsor development through proof of value, contract vehicle selection, close, and expansion. NodeZero FederalTM is FedRAMP® High Authorized and awardable through the Platform One (P1) Solutions Marketplace, which means you are not selling into a "can you even be bought?" conversation — you are selling a validated, mission-ready platform into agencies that already have mandates, funding lines, and audit obligations pushing them toward continuous security validation.
The ideal candidate has carried and exceeded a multi-million dollar civilian quota, knows the difference between an enthusiastic program office and a funded program of record, and can navigate the authorization, procurement, and partner layers that determine whether a federal deal actually closes. You will own your agency portfolio as a business: named account plans, sponsor and champion maps, a partner strategy, and a forecast you can defend line by line.
This role will be responsible for:
Own a named portfolio of cabinet-level civilian agencies and their component bureaus, carrying an annual net-new ARR quota with defined expansion and renewal-protection targets.
Develop mission-aligned account plans for each agency in the portfolio that connect NodeZero outcomes to specific mission systems, funded programs, named sponsors, and a viable path to production.
Prospect and generate self-sourced pipeline into agency CISO, ISSO, SOC, vulnerability management, RMF/ATO, and program-office stakeholders, rather than relying on inbound or marketing-sourced demand.
Qualify against federal buying reality — active mission need, named sponsor, identified funding, and a clear authorization and contract path — and disqualify early when those conditions are absent.
Run proof of value engagements in partnership with Federal Sales Engineering, converting technical validation into a documented business case, procurement action, and executive-level readout.
Position NodeZero Federal against the mandates your buyers already live under, including CISA BOD 26-04, OMB M-22-09 and the Federal Zero Trust Strategy, FISMA, NIST SP 800-53 Rev. 5, NIST SP 800-207, and CDM — translating audit and POA&M burden into validated, evidence-based risk reduction.
Navigate federal procurement end to end, selecting and executing through the appropriate vehicle (GSA schedules, GWACs/IDIQs, SEWP, P1 Marketplace, BPAs, agency-specific contracts) and managing quoting, sole-source justification, and small-business set-aside considerations with RevOps, Legal, and Finance.
Build and monetize channel and integrator relationships across distributors, FedRAMP-aware resellers, and systems integrators — treating partners as accelerators who bring contract access, agency relationships, and capture support, not as a passive fulfillment layer.
Maintain accurate, current, and defensible pipeline hygiene in Salesforce: realistic close dates, documented next steps, stage discipline, and forecast commitments that hold up under weekly and quarterly inspection.

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 U.S. federal civilian agencies.
3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.
Deep understanding of federal procurement mechanics, including contract vehicles (GSA, GWACs/IDIQs, SEWP, BPAs), fiscal-year and end-of-year budget dynamics, appropriations timing, and the role of distributors, resellers, and systems integrators in a federal transaction.
Knowledgeable in the federal compliance and authorization landscape that shapes civilian security spend — FedRAMP, FISMA, RMF and the ATO process, NIST SP 800-53, Zero Trust and OMB M-22-09, CDM, POA&M workflows, and CISA binding operational directives.
Working understanding of offensive security and vulnerability management 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 without an SE in the room.
Proficient in managing the full sales cycle end to end: prospecting, qualification, proof of value, 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.
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 agency executives and authorizing officials on risk and mission impact rather than features.
Minimum education and experience requirements:
Bachelor's degree in Business, Information Technology, Cybersecurity, or a related field, or equivalent professional experience.
Must reside in or relocate to the DC Metro area.

Senior Federal Account Executive, Civilian

Responsibilities

Qualification

Required

Benefits

Company

horizon3ai

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