layiq
worthy; deserving; fitting; suitable.
A role, opportunity, or path that merits attention, time, and pursuit.
Loading LAYIQ…Job opportunity
Horizon3 AI
Washington, DC
Source: Horizon3 AI careers · View original posting
From Horizon3 AI's posting. “We” and “our” refer to the employer.
Get to Know Us
Horizon3 is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments.
NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs.
We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, false positives resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results.
We are seeking a Senior Federal Account Executive, Department of War to own and grow a named portfolio of defense customers across the military departments, defense agencies, combatant commands, and program executive offices. This is a quota-carrying, individual contributor role responsible for the full sales cycle: mission discovery, sponsor and requirement development, proof of value, authorization and contract path, close, and program expansion.
Selling autonomous pentesting into defense is not a commercial motion run in a different building. The buying center is a program or mission owner, the technical gate is an authorization decision, and the contract path is frequently a vehicle, an OTA, a consortium, or a prime rather than a direct purchase order. Our CEO is a former CTO at U.S.
Joint Special Operations Command, NodeZero is the offensive security engine behind the NSA Cybersecurity Collaboration Center's Continuous Autonomous Penetration Testing program, and the platform is assessed "Awardable" in the Department of War's Platform One Solutions Marketplace and listed on the Tradewinds Solutions Marketplace. You will be selling into a market where we already have mission credibility and access routes, and where the work is converting that credibility into programs of record.
The ideal candidate has carried and exceeded a multi-million dollar DoW quota, is fluent in how defense organizations actually buy, and can hold a technical conversation about attack paths and mission risk with an operator without needing an SE in the room. You will own your portfolio as a business: named account and program plans, sponsor and authorizing-official maps, a partner and prime strategy, and a forecast you can defend line by line.
Own a named portfolio of DoD/DoW customers spanning military departments, defense agencies, combatant commands, program executive offices, and joint and mission-focused cyber organizations, carrying an annual net-new ARR quota with defined expansion targets.
Build program-level account plans that identify the mission system, the accountable mission or program owner, the funding line, the authorization path, and the contract vehicle before forecasting revenue against them.
Prospect and self-source pipeline into program offices, service and agency CIO/CISO organizations, cyber protection and defensive cyber operations teams, SOC and vulnerability management functions, RMF and authorization staff, and mission owners.
Qualify against defense buying reality — active mission need, named sponsor, identified funding, viable authorization path, and executable contract route — and disqualify early and explicitly when those conditions are absent.
Pursue program-led and enterprise-scale opportunities where a single contract action reaches many end users, systems, or suppliers, rather than optimizing for individual seat-based transactions.
Run proof of value and paid evaluation engagements with Federal Sales Engineering in operational, range, and production environments, converting technical results into a documented mission case, procurement action, and executive readout.
Navigate the authorization conversation credibly, including RMF, the ATO process, impact levels and CC SRG applicability, connection and boundary requirements, STIG and hardening expectations, data handling, and what each of those means for deployment timeline and scope.
Position NodeZero against the frameworks and mandates defense buyers already operate under, including the DoD Zero Trust Reference Architecture and Capabilities and Activities, CORA, NIST SP 800-53 and 800-171/172, CMMC, and CISA KEV-aligned remediation timelines.
Execute defense procurement end to end across the full range of contract routes — GSA and GWAC vehicles, SEWP, marketplaces such as Platform One and Tradewinds, OTAs and consortia, BPAs, and prime and subcontract paths — coordinating with RevOps, Legal, Finance, and Contracts.
Build and monetize relationships with primes, systems integrators, and cleared delivery partners, treating them as accelerators who bring contract access, program relationships, capture support, and delivery reach into supplier and program ecosystems.
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. Execute Federal agency deals in the Federal Salesforce instance in accordance with FCI and CUI handling requirements.
Deliver a weekly forecast and quarterly business review covering pipeline generation by source, stage conversion, slipped deals, closed-lost reasons, and net-new versus renewal ARR.
Represent Horizon3 credibly with senior military and civilian defense leadership, at defense industry events, and in prime and consortium forums, and feed field intelligence on requirements, competitors, and authorization gaps back to Product, Marketing, and Federal Engineering.
Protect and expand existing defense customer relationships with Customer Success and Renewals, driving usage, referenceability, and multi-year commitments. In defense, a poorly delivered win is worse than no win, because programs talk to each other.
We are a fully remote company, and this job may require up to 50% of travel to be successful, including travel to customer and program locations, defense industry events, partner engagements, and internal team gatherings. Some travel may be OCONUS depending on portfolio assignment. Job-related travel expenses are reviewed and must be approved by your manager.
Compensation
At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations.
In accordance with various State’s transparency regulations, we provide the following salary range information for this position:
Total On-Target Compensation: $325,000 - $380,000k OTE 50/50 split annually.The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.
Additional compensation: All full-time roles are eligible for an equity package in the form of stock options.
You Belong Here
Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law.
Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth.
We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless.
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice.
Application Note
In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.
LAYIQ is an independent job-discovery service. This listing does not imply a partnership with or endorsement by the employer. Review the original posting for current details and availability.
Employer posted: