Senior Sales Development Representative, Federal

Get to Know Us

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, 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 IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs.

We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and 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.

What You’ll Do

We are looking for the next Sales Development Representative (SDR) to join our Federal sales team! Founded in 2019 by industry, US Special Operations, and US National Security veterans, you'll get to work alongside an extremely knowledgeable and supportive team. From facilitating initial conversations to developing team-wide best practices, you will be an integral member of our growing sales organization. In sum, your responsibility will be to expand our presence in the Federal market by generating qualified conversations with government agencies, mission-focused organizations, and other public-sector prospects, while partnering closely with Federal Account Executives and sales leadership.

The person in this role will…..

• Identify and secure new Federal sales opportunities by initiating outbound cold calls, crafting compelling emails, leveraging social media platforms, and using other communication channels.

• Research Federal agencies, mission priorities, organizational structures, and relevant cybersecurity initiatives to build thoughtful account plans and personalized outreach.

• Promptly follow up with inbound leads to ensure no opportunity is missed, demonstrating attentiveness and professionalism in every interaction.

• Use professional communication skills and create an excellent first impression with prospects. Develop and refine effective email and call messaging for Federal audiences.

• Utilize prospecting and research tools like LinkedIn Sales Navigator, Seamless.ai, and Salesforce to identify target accounts and contacts.

• Partner with Federal Account Executives to coordinate account strategy, implement effective handoff plans, and prepare for qualification calls and discovery meetings with target prospects.

• Learn and apply Federal-market messaging, procurement context, and cybersecurity priorities to improve the quality of outreach and early conversations.

• Manage scheduling and calendaring of sales calls, emails, and other engagements.

• Keep track of leads and execute with agility through disciplined follow-up and accurate CRM activity.

• Effectively collaborate and work cooperatively with cross-functional teams, including Federal Sales, Product, Engineering, Marketing, Legal, Policy, and Operations.

• Strategize with the team to innovate and improve the overall Federal sales development process, including repeatable prospecting plays and messaging.

• Stay up to date and informed on NodeZero product and service information. Maintain sufficient product knowledge to answer initial prospect questions and connect prospects with the right resources.

• Set, monitor, and strive to exceed sales goals, ensuring consistent progress toward achieving targets.

What You’ll Bring

• At least 6 months of experience working in a Sales Development role.

• At least 6 months of experience in the information security, cybersecurity, or SaaS space preferred.

• Experience prospecting into Federal agencies, defense organizations, government contractors, or other public-sector or regulated buyers is required.

• College degree or equivalent work experience.

• Interest in learning Federal procurement processes, mission requirements, and cybersecurity or compliance considerations.

• Strong written and verbal communication skills, with the ability to tailor messaging to different public-sector audiences.

• Demonstrated persistence, attention to detail, problem-solving ability, and collaboration instincts.

• Experience with software such as Outreach.io, ZoomInfo, LinkedIn Sales Navigator, and Salesforce CRM.

• Willingness and ability to travel regularly for Federal sales activities and work from Horizon3.ai's Washington, D.C. office once it opens.

Work Authorization

Only US persons can interview for this role due to security clearance requirements by our customer(s) and/or vendor(s).

Travel Required

This role requires regular travel to support Federal sales activities, including prospect and customer meetings, industry events, and team meetings. The role will also require regular in-person work from Horizon3.ai's Washington, D.C. office once it opens. Job-related travel expenses are reviewed and must be approved by your manager.

• Total On-Target Compensation: $90,000 - $100,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.

Perks of Horizon3.ai

• Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive.

• Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location, including our Chicago office, where some roles require regular in-office presence.