Sales Engineer (West Coast)

📋 Description

• • Horizon3.ai is at the forefront of cybersecurity innovation, revolutionizing how organizations proactively defend against evolving cyber threats. Our cutting-edge NodeZero™ platform empowers companies to autonomously identify and remediate exploitable attack vectors before malicious actors can exploit them. This powerful solution scales across vast internal, external, cloud, and hybrid cloud environments, providing essential security assessments for organizations of all sizes, from educational institutions and government agencies to Global 100 enterprises. NodeZero is trusted by ITOps/SecOps teams, independent penetration testers, and Managed Security Service Providers (MSSPs) and Managed Service Providers (MSPs) alike.
• • We are a dynamic and rapidly growing remote-first cybersecurity company, comprised of a unique blend of former U.S. Special Operations cyber experts, seasoned startup engineers, and cybersecurity practitioners who have experienced firsthand the limitations of existing security solutions. Our collective mission is to solve persistent security challenges, including ineffective tools, alert fatigue from false positives, critical blind spots, superficial "checkbox" security practices, the pervasive cybersecurity skills shortage, and the significant time and cost associated with external consulting engagements.
• • As a remote-first organization, we require all team members to maintain a minimum of 25Mbps consumer-grade broadband internet connection to ensure seamless collaboration and productivity.
• • The Mid-Enterprise Sales Engineer role is pivotal in our go-to-market strategy, partnering closely with Account Executives (AEs) to articulate the profound technical and business value of the NodeZero platform to prospective clients. This position is ideally suited for an individual who excels in fast-paced, high-volume sales environments, possesses the ability to demystify complex cybersecurity concepts, and is passionate about cultivating strong, trust-based relationships with customers.
• • In this role, you will serve as a crucial technical advisor and trusted partner within Mid-Enterprise sales cycles. You will collaborate intimately with AEs to conduct thorough discovery sessions, strategically position our solutions, and perform technical validation for mid-sized organizations with diverse and complex IT infrastructures.
• • A key responsibility will be leading discovery and technical qualification processes. This involves engaging directly with prospective customers to gain a deep understanding of their existing infrastructure, current security maturity levels, specific compliance mandates, and overarching risk priorities.
• • You will be responsible for delivering highly tailored and compelling demonstrations of the NodeZero platform, as well as managing Proof-of-Value (PoV) engagements. These sessions will be outcome-driven, clearly illustrating how NodeZero's capabilities directly address customer-specific risks and deliver tangible business impact.
• • Maintaining continuity throughout the entire customer lifecycle is essential. You will remain connected with key accounts post-sale to monitor evolving needs, ensure ongoing value realization from NodeZero, and identify potential expansion opportunities where they align with customer objectives.
• • A critical aspect of this role is the ability to translate deep technical expertise into clear business value. You will guide customers to understand not only the mechanics of the platform but also its strategic importance, framing the results in terms of reduced exposure, enhanced compliance posture, and improved operational efficiency.
• • You will own the technical deal strategy, adeptly navigating customer objections, competitive positioning, and technical concerns throughout the sales process to drive successful outcomes.
• • Cross-functional collaboration is paramount. You will work closely with Product Management, Engineering, Customer Success, and Product Marketing teams to ensure that valuable feedback from the field effectively informs product roadmap development and go-to-market positioning.
• • You will also contribute to internal enablement efforts and knowledge sharing. This includes continuously refining demo flows, developing technical assets, and creating playbooks specifically for the Mid-Market sales segment to enhance team effectiveness.
• • Post-close technical continuity is another vital area of ownership. You will ensure a seamless technical handoff after a deal is closed, reinforce the initial value proposition, and maintain alignment with both executive stakeholders and technical practitioners, actively looking for signals of adoption, impact, and potential expansion.