Director, Mid-Enterprise Sales, Southwest at Horizon3ai

Get to Know Us Horizon3.ai [Upgrade to PRO to see link] is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and 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 ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, 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. As a remote first company, we require minimum 25Mbps consumer grade broadband connection. What You’ll Do The Mid-Enterprise Sales Leader will be located in the Southern California area, reporting to the Regional Vice President of Mid-Enterprise Sales, and will be responsible for driving revenue growth by building and leading a high-performing Southwest Region, of Mid-Enterprise Account Executives (AEs). This role focuses on accelerating customer acquisition, expanding pipeline, and driving market penetration. Success in this position requires strong leadership, strategic planning, and execution capabilities to scale a high-impact sales organization in a competitive, fast-growing environment. - Develop and execute a comprehensive Mid-Enterprise sales strategy to drive new customer acquisition and revenue growth. - Hire, lead, coach, and mentor a team of high performing Mid-Enterprise Account Executives to consistently meet or exceed sales targets. - Build and maintain relationships with key customers, stakeholders and partners to identify opportunities for growth and expansion. - Drive a “channel first” go-to-market strategy with extreme focus on driving business through channels and creating pipelines via channels. - Collaborate with cross-functional teams, including marketing, product, and customer success, to align sales strategy, develop targeted campaigns and messaging to drive GTM execution and ensure a cohesive customer experience. - Conduct market research and competitive analysis to inform sales strategies and identify areas of opportunity and differentiation. - Develop and maintain a deep understanding of the cybersecurity industry and our product offerings to effectively position our solutions to customers. What You’ll Bring - 3-5 years of experience in sales leadership roles, in the cybersecurity industry or SaaS startups. - Execute sales plans and forecasts to meet or exceed revenue targets and drive sustainable growth within the Mid-Enterprise segment. - Recruit and onboard partners, driving a high-performing channel ecosystem. - Analyze sales performance data to identify trends, forecast revenue, and develop strategies for continuous improvement. - Represent the company at industry events, conferences, and trade shows to promote our solutions and build relationships with potential customers and partners. - Manage the sales pipeline, from lead generation and qualification to negotiation and closing, ensuring timely follow-up and effective pipeline management. - Ensure that the Mid-Enterprise sales team maintains accurate forecasts, adheres to best practices, and utilizes sales tools and systems effectively to drive efficiency and productivity. - Demonstrated expertise in developing and implementing sales strategies, managing complex sales cycles, and achieving ambitious revenue targets within the Mid-Enterprise segment. - Experience building and managing high-performing sales teams. - Strong analytical skills, with the ability to interpret sales data, identify trends and develop actionable insights to inform strategic decision-making. - Excellent communication, negotiation and relationship-building skills. - Bachelor's degree in business, marketing, or a related field. - Must be located in the Southern California area Travel Required We are a remote first company with an office in SF geared towards collaboration and in-person events. This job may require up to 30% of travel to be successful. Job-related travel expenses are reviewed and must be approved by your manager. Perks of [Upgrade to PRO to see link] [Upgrade to PRO to see link] - 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. - Remote Work: We are a remote company. Enjoy the flexibility to work in the way that supports you and brings out your best. - 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. 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: - Total On-Target Compensation: $325,000 - $375,000 OTE 50/50 split 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. 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, 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.