Mid-Enterprise Account Executive, SoCal

Horizon3.ai, Inc.

Job Overview

Location

US, Remote

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 Southern 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 development, and deal closure.
• Establish, nurture, and monetize Channel Partner relationships with pre-existing connections to key resellers in the Southern California region being essential.
• Manage the full sales cycle including lead qualification, proof of value, forecasting, negotiation, and post-sale ROI tracking.
• Accurately track and manage customer data, pipeline, and forecasts in Salesforce (SFDC) CRM with high precision.
• Conduct virtual and in-person product demonstrations and presentations of Horizon3.ai’s autonomous pentesting platform to technical and executive stakeholders.
• Collaborate effectively with distributed sales, support, and customer success teams while operating independently in a remote-first environment.
• Apply Challenger Question-Based Selling methodology to uncover customer pain points and position NodeZero™ as a strategic solution.
• Leverage sales enablement tools including Outreach.io, LinkedIn Sales Navigator, ZoomInfo, and Slack to optimize outreach and pipeline management.
• Travel up to 30% within the assigned Southern California territory to meet clients, partners, and attend industry events; 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.
• Ensure post-proof-of-value activities drive customer retention and expansion through ROI validation and ongoing engagement.
• Adhere to Horizon3.ai’s culture of respect, collaboration, ownership, and results while representing the company’s mission to proactively eliminate exploitable attack vectors.

🎯 Requirements

• Minimum of 3–5 years of experience in a sales role within the cybersecurity industry
• Minimum of 2 years of experience working in INFOSEC or SaaS space
• Proven track record of consistently exceeding sales quotas quarter over quarter
• Existing Channel Partner relationships with key resellers in Southern California
• Proficiency in Salesforce (SFDC) CRM and sales enablement tools (Outreach.io, LinkedIn Sales Navigator, ZoomInfo)
• 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
• 100% remote work environment with no office requirement
• Inclusive, collaborative culture focused on diversity, equity, and professional growth

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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