Mid-Enterprise Account Executive, NorCal

Horizon3.ai, Inc.

Job Overview

Location

California

Job Type

Full-time

Full Job Description

📋 Description

• Drive sales growth and expand the customer base for Horizon3.ai’s NodeZero™ platform in the Mid-Enterprise segment across Northern California.
• Acquire new accounts by introducing and selling disruptive cybersecurity software solutions to ITOps/SecOps teams, consulting pentesters, MSSPs, and MSPs.
• Exceed quarterly sales quotas consistently through strategic prospecting, pipeline management, and deal closure.
• Establish, nurture, and monetize Channel Partner relationships with pre-existing connections to key resellers in the NorCal region being essential.
• Manage the full sales cycle including lead qualification, proof of value, forecasting, negotiation, and post-sale ROI tracking.
• Conduct virtual and in-person product demonstrations and presentations of Horizon3.ai’s autonomous pentesting platform to prospects and customers.
• Accurately track and manage all customer data, pipeline activity, and sales forecasts in Salesforce (SFDC) CRM.
• Collaborate with distributed sales, support, and customer success teams to ensure seamless customer onboarding and retention.
• Apply Challenger Question-Based Selling methodology to uncover customer pain points and position NodeZero™ as a strategic solution.
• Utilize sales enablement tools including Outreach.io, LinkedIn Sales Navigator, ZoomInfo, and Slack to enhance outreach and efficiency.
• Travel up to 20% within the assigned territory to meet with prospects, partners, and customers; all travel must be pre-approved by manager.
• Maintain deep understanding of cybersecurity challenges including alert fatigue, blind spots, checkbox compliance, and skills shortages to align product value with customer needs.
• Operate independently as a self-driven sales professional while contributing to team goals and company-wide initiatives.
• Adapt to a fully remote work model with flexibility to engage with teams across time zones and locations.
• Participate in ongoing product training and sales enablement programs to stay current on NodeZero™ capabilities and market positioning.
• Represent Horizon3.ai’s culture of respect, collaboration, ownership, and results in all customer and partner interactions.

🎯 Requirements

• Minimum of 3–5 years of successful sales experience in the cybersecurity technology industry
• Minimum of 2 years of experience working in the INFOSEC or SaaS space
• Proven track record of consistently exceeding sales quotas quarter over quarter
• Existing Channel Partner relationships in Northern California are essential
• Proficiency in managing sales processes using Salesforce (SFDC) CRM
• Bachelor’s degree or equivalent work experience required

🏖️ Benefits

• Competitive total on-target compensation of $180k–$240k OTE with 50/50 salary/commission split
• Equity package in the form of stock options for all full-time employees
• Health, vision, and dental insurance for employee and family
• Flexible vacation policy with generous parental leave
• Inclusive, collaborative culture that values diversity, equity, and inclusion
• Career growth opportunities within a fast-growing cybersecurity company

Skills & Technologies

Mid-level

Remote

$180k-240k

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Horizon3.ai, Inc.

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About Horizon3.ai, Inc.

Horizon3.ai provides autonomous security testing and attack surface management software. Its NodeZero platform continuously assesses enterprise networks, clouds, and applications to find exploitable weaknesses, validate fixes, and prioritize risks. The company serves Fortune 500, government, and mid-market organizations seeking proactive defense without manual red teams.

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