Remote Senior DoD Cybersecurity Account Executive

Horizon3.ai

Washington (District of Columbia)

On-site

USD 325,000 - 380,000

Full time

14 days+

Application generator

An application made for this job — a tailored resume and cover letter that speak straight to the posting.

Get past ATS filters

Benefits offered by this job

Inclusive Team

Growth Opportunities

Innovative Culture

Hybrid & Remote Work

Competitive Compensation

Job summary

Horizon3.ai is seeking a Senior Federal Account Executive to own and grow a named portfolio of DoD/DoW customers. You will manage the full sales cycle, build program-level account plans, and coordinate with primes and defense partners to drive multi-year commitments.

You will operate remotely with up to 50% travel, engaging with senior defense leadership, and translating technical results into mission-focused value in a fast-growing cybersecurity platform environment.

Qualifications

Must have a demonstrated track record of selling enterprise cybersecurity or SaaS solutions into the U.S. Department of Defense with multi-year quotas.
8+ years of quota-carrying enterprise tech sales; 5+ years selling into DoD.
3+ years selling cybersecurity/INFOSEC/security SaaS solutions.
Existing, verifiable relationships across defense customers.
Deep understanding of DoD acquisition and procurement mechanics.
Knowledge of RMF/ATO, CC SRG, and related frameworks.
Understanding of offensive security and defensive cyber operations concepts.
Proficient in managing the full sales cycle end-to-end.
Proficient in Salesforce and sales tech stack (Outreach.io, LinkedIn Navigator, ZoomInfo, Gong, Slack).
Autonomy in early-stage federal business with strong communication skills.

Responsibilities

Own a named portfolio of DoD/DoW customers with annual net-new ARR quotas and expansion targets.
Build program-level account plans detailing mission systems, owners, funding lines, and contracts.
Self-source pipeline into program offices and CIO/CISO orgs.
Qualify deals against defense buying realities and disqualify when conditions are absent.
Pursue enterprise-scale opportunities with broad impact across systems and suppliers.
Run proof of value engagements with Federal Sales Engineering and document mission case.
Navigate RMF/ATO discussions and defense security frameworks credibly.
Position Horizon3 against DoD frameworks and procurement pathways.
Coordinate with RevOps, Legal, Finance, and Contracts to execute procurements end-to-end.
Represent Horizon3 at defense industry events and feed field intelligence back to Product/Marketing.