Senior Federal Field Marketing Manager

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to enabling organizations to proactively find, fix and verify exploitable attack vectors. They are seeking a Federal Field Marketing Manager to drive pipeline through high-signal field programs across Federal and Public Sector segments, focusing on building and executing field marketing strategies tailored to the unique buying environment of the Federal market.

Responsibilities:

• Own the Federal and Public Sector field marketing strategy across civilian agencies, DoD, DIB suppliers, and SLED - building a program portfolio that reflects the distinct buying dynamics of each segment and ladders up to pipeline outcomes, not event attendance
• Partner with Federal sales leadership to align field programs to territory priorities, agency coverage gaps, and active pipeline opportunities - ensuring field marketing is a revenue partner to the Federal sales team, not a support function
• Define ROI thresholds as a hard gate for all Federal field investments, with 30-day post-event pipeline reviews standard across all programs
• Develop and maintain a Federal field marketing calendar aligned to agency budget cycles, procurement timelines, and key Federal market moments - ensuring programs are timed to when buyers are actually in a position to engage, not just when events happen to fall
• Design and execute field programs tailored to Federal and Public Sector audiences - including agency-focused roundtables, compliance-driven executive dinners, DIB supplier
• Ensure all Federal field programs have coordinated SDR and partner sales outreach and defined follow-up motions that capitalize on field engagement before pipeline decays
• Work closely with the Channel Field Marketing Manager and Carahsoft to design and execute co-marketing programs that drive Federal pipeline through indirect routes - including joint events and partner-led demand generation targeting agency and DIB audiences in partnership with the campaigns team
• Partner with the Federal sales team and channel partners on co-sell event motions - including agency briefings, partner-hosted roundtables, and compliance-focused workshops targeting FedRAMP, CMMC, and CISA KEV response use cases
• Build programs that speak to civilian agency security and IT leadership around compliance mandates, CISA KEV rapid response, and the operational burden of continuous vulnerability management at scale
• Design field programs and partner activations that speak directly to the NSA CAPT proof point, CMMC compliance requirements, and the specific threat environment facing DIB suppliers and defense contractors
• Own the Federal field marketing budget, managing spend with a marginal ROI lens and a bias toward programs with demonstrated pipeline contribution in the Federal segment
• Build and maintain a program performance framework with consistent metrics across all Federal field activity: pipeline generated, ROI, meetings booked, stage progression, and 30-day post-event contribution
• Report Federal field marketing performance to the Head of Field Marketing, North America and Federal sales leadership on a regular cadence, with clear recommendations on what to scale and what to cut

Requirements:

• 5+ years of B2B field marketing experience, with meaningful time owning programs in the Federal or Public Sector market
• Demonstrated understanding of how the Federal government buys - including agency budget cycles, procurement constraints, compliance frameworks, and the partner-led sales motions that define the Federal technology market
• Experience executing field programs across at least two of the following segments: civilian agencies, DoD, Defense Industrial Base, or SLED
• Proven track record driving pipeline through Federal field programs - with CPO and pipeline contribution data to back it up
• Experience working with Federal channel partners, distributors, and systems integrators on co-marketing programs - including MDF management and partner-led event execution
• Strong cross-functional collaboration skills; ability to work effectively with Federal sales leadership, channel, SDR teams, demand gen, and product marketing
• Familiarity with Federal compliance frameworks relevant to cybersecurity - including FedRAMP, CMMC, FISMA, and CISA KEV - and the ability to translate them into field program themes that resonate with agency and DIB audiences
• Proficiency with Salesforce for pipeline tracking, Federal account coverage, and field program attribution
• Highly organized with the ability to manage multiple programs, partner relationships, and agency-specific timelines simultaneously
• Experience in cybersecurity, DevSecOps, or adjacent B2B security markets with a Federal focus
• Familiarity with Carahsoft and the broader Federal distribution ecosystem
• Background in or direct exposure to the Defense Industrial Base - either through prior employer or as a practitioner
• Experience with NSA, CISA, or DoD-adjacent programs and the ability to speak credibly to practitioners operating in those environments
• Familiarity with intent data and ABM tools such as ZoomInfo Co-Pilot and ReachDesk/Sendoso in support of Federal account-level coverage
• Experience with Pardot, Marketo, or HubSpot for campaign setup and marketing automation in support of Federal field programs