horizon3ai - Senior Account Executive, SLED
Requirements
• By expanding our footprint across major state agencies, large municipal governments, and prominent university systems, the Enterprise Account Executive – SLED will significantly impact Horizon3’s mission to make autonomous security validation standard across mission-critical public infrastructure. • This role will be responsible for: • Drive end-to-end enterprise sales cycles from executive prospecting and qualification to negotiation and close across assigned high-value SLED accounts in AMER. • Create new logo momentum, qualified enterprise pipeline, and sustained multi-year contract value using direct outreach and strategic channel-led initiatives. • Manage complex public procurement processes, including high-value RFP/RFI responses, state cooperative purchasing vehicles (e.g., NASPO, Omnia), statewide contract negotiations, and fiscal budget cycles. • Develop and execute comprehensive territory and strategic account plans in close alignment with key regional channel partners, national systems integrators, and MSSPs. • Assess customer risk landscapes, complex IT environments, and security validation needs alongside Sales Engineers during technical evaluations and enterprise proofs-of-concept. • Build and maintain trusted relationships with public sector CIOs, CISOs, enterprise IT directors, chief procurement officers, and state-level leadership. • Collaborate cross-functionally with Field Marketing, Channel Sales, Sales Engineering, Deal Desk, and Executive Leadership to structure enterprise agreements and accelerate deal progression. • Research regional legislative mandates, cyber grant allocations, and public sector threat trends to position Horizon3 as an enterprise standard. • Must be proficient in Salesforce (or equivalent enterprise CRM), modern sales engagement platforms (e.g., Outreach, Salesloft, ZoomInfo), and structured enterprise sales frameworks (e.g., MEDDPICC, Challenger). • Must have a deep understanding of public sector buying behaviors, state and local procurement vehicles, public board approvals, and compliance/regulatory standards (e.g., CJIS, FERPA, StateRAMP, NIST). • Must have years of experience in direct, quota-carrying B2B enterprise SaaS or cybersecurity sales with a demonstrated track record of closing complex six- and seven-figure transactions and exceeding annual quotas. • Must be knowledgeable in core cybersecurity concepts, specifically offensive security, autonomous penetration testing, vulnerability and attack surface management, and security operations workflows. • Bachelor’s degree in Business Administration, Marketing, Information Technology, Computer Science, or a related field (or equivalent practical experience) • 5+ years of direct enterprise sales closing experience focused specifically on large SLED (State Agencies, Major Cities/Counties, or Large Higher Education Systems) accounts • 5+ years of experience in cybersecurity, infrastructure software, or IT operations sales
Responsibilities
• Application Note • In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.
Benefits
• At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. • In accordance with various State’s transparency regulations, we provide the following salary range information for this position: • Base salary range [or Total On-Target Compensation]: $149,000 - $175,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. • Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. • Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. • Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. • Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. • 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. • Competitive Compensation: We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave. • You Belong Here
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