Senior Account Executive, SLED

This is a fully remote position, open to applicants in California.

📋 Description

• Lead comprehensive enterprise sales cycles from initial executive prospecting and qualification through negotiation and closure across assigned high-value SLED accounts in the AMER region.

• Generate new logo momentum, establish a qualified enterprise pipeline, and maintain multi-year contract value through direct outreach and strategic channel-led initiatives.

• Oversee intricate public procurement procedures, which include high-value RFP/RFI responses, state cooperative purchasing mechanisms like NASPO and Omnia, statewide contract negotiations, and fiscal budget cycles.

• Formulate and implement territory and strategic account plans in collaboration with regional channel partners, national systems integrators, and MSSPs.

• Evaluate customer risk landscapes, complex IT environments, and security validation requirements alongside Sales Engineers during technical assessments and enterprise proofs of concept.

• Cultivate and sustain relationships with public sector CIOs, CISOs, enterprise IT directors, chief procurement officers, and state-level leadership.

• Work in conjunction with Field Marketing, Channel Sales, Sales Engineering, Deal Desk, and Executive Leadership to structure enterprise agreements and expedite deal progression.

• Investigate regional legislative mandates, cyber grant allocations, and public sector threat trends to position Horizon3 as the enterprise standard.

• Broaden Horizon3’s presence across major state agencies, large municipal governments, and significant university systems.

⛳️ Requirements

• Proficiency in Salesforce or a comparable enterprise CRM.

• Proficiency in contemporary sales engagement platforms, including Outreach, Salesloft, and ZoomInfo.

• Proficiency in structured enterprise sales methodologies such as MEDDPICC and Challenger.

• Extensive knowledge of public sector purchasing behaviors, state and local procurement procedures, public board approvals, and compliance/regulatory standards, including CJIS, FERPA, StateRAMP, and NIST.

• Several years of experience in direct, quota-bearing B2B enterprise SaaS or cybersecurity sales.

• Proven history of closing complex six- and seven-figure transactions and surpassing annual quotas.

• Understanding of fundamental cybersecurity concepts, including 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 specifically targeting large SLED accounts.

• 5+ years of experience in cybersecurity, infrastructure software, or IT operations sales.

🏝️ Benefits

• Equity package in the form of stock options for all full-time positions.

• Health insurance coverage for you and your family.

• Vision insurance coverage for you and your family.

• Dental insurance coverage for you and your family.

• Flexible vacation policy.

• Generous parental leave.

• Opportunities for career development.

• An inclusive and collaborative work culture.

• Remote and hybrid work options based on role and location.