Senior Account Executive, SLED

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

📋 Description

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

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

• Oversee intricate public procurement procedures, including high-value RFP/RFI submissions, state cooperative purchasing options 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 frameworks, 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 executives.

• Work in partnership 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 an industry standard.

⛳️ Requirements

• Expertise in Salesforce or a comparable enterprise CRM system.

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

• Familiarity with established enterprise sales methodologies like MEDDPICC and Challenger.

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

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

• Proven success in closing complex six- and seven-figure deals and consistently surpassing annual quotas.

• Awareness of cybersecurity principles 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.

• Over 5 years of direct enterprise sales closing experience focused primarily on large SLED accounts.

• More than 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 roles.

• Health, vision, and dental insurance for you and your family.

• Flexible vacation policy.

• Generous parental leave.

• Career development opportunities.

• Inclusive and collaborative work culture.

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