Senior Federal Account Executive, DoD
New
H
Horizon3Cybersecurity
We are a fully remote companyFull-TimeSenior
SalaryTotal On-Target Compensation: $325,000 - $380,000k OTE 50/50 split annually.
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Job Details
- Experience
- 8+ years of quota-carrying enterprise technology sales experience, with 5+ years selling into the U.S. Department of Defense.
- Required Skills
- Salesforce
Requirements
- 8+ years of quota-carrying enterprise technology sales experience.
- 5+ years of experience selling into the U.S. Department of Defense.
- 3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.
- Demonstrated track record of exceeding multi-million dollar DoD quotas.
- Existing, verifiable relationships across defense customers.
- Deep understanding of DoD acquisition mechanics (OTAs, consortia, POM/budget cycles).
- Technical proficiency in offensive security concepts such as penetration testing, attack paths, and vulnerability management.
- Proficiency in Salesforce, Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, and Slack.
- Ability to brief flag-level and senior leadership on mission risk.
- Bachelor's degree in Business, IT, Cybersecurity, or equivalent experience.
- Must be willing to submit to investigation for a US Federal Security Clearance at the Secret or Top Secret level.
Responsibilities
- Manage a named portfolio of DoD/DoW customers across military departments, agencies, and combatant commands to meet ARR targets.
- Develop program-level account plans identifying mission systems, stakeholders, funding, and authorization paths.
- Prospect and source pipeline within program offices, CIO/CISO organizations, and cyber operations teams.
- Conduct proof of value and paid evaluations with Federal Sales Engineering to convert technical results into procurement actions.
- Navigate authorization and compliance requirements including RMF, ATO, NIST 800-53/171/172, CMMC, and Zero Trust.
- Execute end-to-end procurement across various contract routes including GSA, GWAC, OTAs, and consortia.
- Build and maintain relationships with primes, systems integrators, and partners to accelerate program access.
- Maintain pipeline hygiene in Salesforce and provide weekly/quarterly revenue forecasts.
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