Senior Account Executive, SLED - California

Get to Know Us Horizon3.ai http://Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results. What You’ll Do We are seeking a Senior Account Executive – SLED to drive our AMER Public Sector sales team towards success. This role entails spearheading net-new logo acquisition and revenue expansion across large State, Local, and Higher Education accounts, ensuring seamless execution of complex, multi-year sales strategies, regional channel/ecosystem collaboration, and large-scale public procurement navigation. The ideal candidate will possess a proven track record in quota-carrying enterprise software sales, a builder mindset, and an established network within the SLED community to excel in this dynamic, high-growth environment. By expanding our footprint across major state agencies, large municipal governments, and prominent university systems, the Senior 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. What You’ll Bring - 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 Compensation and Values 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. Perks of Horizon3.ai http://Horizon3.ai - 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 Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. 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.