Director, Federal Sales, Civilian

About this role

Lead and grow Horizon3.ai’s Federal Civilian business, owning its revenue plan, sales team, go-to-market strategy, and execution of complex government opportunities. Build senior agency and partner relationships and guide opportunities from discovery and capture through procurement, deployment, and expansion.

About the company

Horizon3.ai is a technology company specializing in cybersecurity solutions, focusing on automated penetration testing and threat detection for enterprises. They provide a range of services aimed at enhancing security posture and risk management for organizations across various sectors.

What you'll do

• Own the Federal Civilian business plan, revenue target, territory coverage, and operating cadence
• Recruit, coach, and develop the sales team; establish expectations for pipeline, forecasting, and execution
• Build agency account plans and qualified pipeline, including stakeholder, budget, funding, and acquisition mapping
• Lead complex sales and capture pursuits from discovery through award, deployment, expansion, and renewal
• Develop executive relationships with civilian agencies, acquisition leaders, and industry partners
• Coordinate sales, technical, partner, legal, compliance, and executive resources on pursuits
• Establish disciplined opportunity reviews, close plans, and evidence-based forecasts
• Develop repeatable messaging, references, and playbooks for the Federal Civilian market

What we're looking for

• 10+ years in enterprise technology, cybersecurity, federal sales, public-sector technology, or a related field
• 7+ years selling to U.S. civilian departments and agencies or closely related markets
• Experience leading teams to win complex, multi-stakeholder opportunities
• Knowledge of civilian agency structures and federal acquisition, budgeting, procurement, contracting, and contract vehicles
• Experience building government account plans and advancing complex opportunities
• Ability to translate cybersecurity concepts into mission, risk, operational, compliance, and financial outcomes
• Strong discovery, qualification, negotiation, presentation, and executive communication skills
• Accurate forecasting and ability to identify deal risks and advise senior leaders

Nice to have

• Active U.S. government security clearance or federal suitability determination
• Experience selling offensive security, penetration testing, vulnerability management, or cyber validation solutions
• Familiarity with federal cybersecurity programs such as FedRAMP, FISMA, RMF, ATO, zero trust, and continuous monitoring
• Experience with federal contract vehicles such as GWACs, BPAs, IDIQs, SEWP, CIO-SP3, OASIS, Alliant, or 8(a)
• Established civilian agency, systems integrator, reseller, or technology partner relationships
• Experience building an early-stage federal growth motion

Benefits

• Equity package in the form of stock options
• Health, vision, and dental insurance for employees and families
• Flexible vacation policy
• Generous parental leave