Horizon3AI
Senior Federal Account Executive, DoW
$325K–$380K
Washington, DC · Senior · Full-time · Posted Aug 25, 2026
- Experience
- 8+ years of quota-carrying enterprise technology sales, including 5+ years selling into the U.S. Department of War and 3+ years selling cybersecurity, INFOSEC, or security SaaS.
- Education
- Bachelor's degree in Business, Information Technology, Cybersecurity, or a related field, or equivalent professional experience.
- Visa sponsorship
- Only US persons can interview. Must be eligible for and able to secure a U.S. Federal Security Clearance at the Secret or Top Secret level as a condition of employment.
About the job
Own and grow a portfolio of U.S. Department of War customers by selling autonomous penetration testing through the full federal sales cycle, from mission discovery and authorization to procurement, close, and expansion.
What you'll do
- Develop account plans, source and qualify opportunities, and manage pipeline, forecasts, and quota across defense customers.
- Lead proof-of-value engagements and navigate authorization, compliance, procurement, and contract routes with internal teams and partners.
- Close and expand customer programs, build relationships with defense leadership and partners, and coordinate customer success and renewals.
What they ask for
- Demonstrated success selling enterprise cybersecurity or SaaS into the U.S. Department of War, with consistent overachievement against a multi-million-dollar quota.
- 8+ years of quota-carrying enterprise technology sales, including 5+ years selling into the U.S. Department of War; 3+ years selling cybersecurity, INFOSEC, or security SaaS.
- Verifiable defense-customer relationships and deep knowledge of defense acquisition, procurement, authorization, and compliance processes.
- Proficiency managing the full sales cycle and Salesforce; able to lead credible technical conversations about offensive security and defensive cyber operations.
Nice to have
- Active Secret, Top Secret, or TS/SCI clearance; prior military service or DoD civilian experience.
- Experience selling offensive security or penetration testing to defense customers, closing through OTAs, consortia, or marketplaces, or selling to major acquisition programs or the Defense Industrial Base.
Pay
$325,000 - $380,000k (total on-target compensation, OTE 50/50 split annually)
Tools
NodeZero, Salesforce, Outreach.io, LinkedIn Sales Navigator, ZoomInfo, Gong, Slack
Model-written summary · the original posting is authoritative