Senior Federal Account Executive, Intelligence Community
New
H
Horizon3Cybersecurity sales
We are a fully remote company, though this role requires regular on-site presence at customer and cleared facilities in the National Capital Region.Full-TimeSenior
SalaryTotal On-Target Compensation: $325,000 - $380,000 OTE 50/50 split annually. Additional compensation: All full-time roles are eligible for an equity package in the form of stock options.
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Job Details
- Experience
- 8+ years of quota-carrying enterprise technology sales experience, with 5+ years selling into the U.S. Intelligence Community. 3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.
- Required Skills
- Salesforce
Requirements
- Demonstrated track record selling enterprise cybersecurity or SaaS solutions into the U.S. Intelligence Community and consistently exceeding a multi-million-dollar quota.
- 8+ years of quota-carrying enterprise technology sales experience, including 5+ years selling into the U.S. Intelligence Community.
- 3+ years of experience selling cybersecurity, INFOSEC, or security SaaS solutions.
- Existing, verifiable relationships across IC customers and the cleared industry ecosystem, with detailed knowledge of missions, directorate structures, acquisition models, and buying cycles.
- Deep understanding of IC acquisition and procurement, including agency-specific vehicles, OTAs and consortia, funding cycles, and cleared primes and integrators.
- Knowledge of IC accreditation and compliance requirements, including RMF with IC overlays, ICD 503, CNSSI 1253, ATO processes, classification, cross-domain considerations, and POA&M workflows.
- Working understanding of offensive security concepts, including penetration testing, attack paths, lateral movement, privilege escalation, and Active Directory weaknesses.
- Proficiency managing the full sales cycle, from prospecting and qualification through evaluation, negotiation, procurement, and close.
- Proficiency in Salesforce; familiarity with Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, and Slack.
- Ability to work under classification and operational-security constraints, including regular work in cleared facilities.
- 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.
Responsibilities
- Own a named portfolio of Intelligence Community customers and carry an annual net-new ARR quota with expansion targets.
- Build mission-level account plans covering mission systems, accountable owners, funding, accreditation paths, and contract routes.
- Prospect and develop pipeline through cleared channels and in-person engagement with mission, security, cyber, accreditation, and program stakeholders.
- Qualify opportunities against mission need, sponsorship, funding, accreditation feasibility, and executable contract routes.
- Run evaluations with Federal Sales Engineering in range, development, and operational environments, including cleared facilities.
- Navigate IC accreditation requirements, including RMF overlays, ICD 503, CNSSI 1253, ATO processes, classification, and cross-domain considerations.
- Execute procurement across agency-specific vehicles, GSA and GWAC vehicles, OTAs, consortia, BPAs, and cleared prime and subcontract paths.
- Build relationships with cleared primes, systems integrators, and mission-capable delivery partners.
- Maintain defensible pipeline records in Salesforce and deliver weekly forecasts and quarterly business reviews.
- Protect and expand customer relationships with Customer Success and Renewals, driving usage, references, and multi-year commitments.
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