Senior Account Executive, SLED

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

📋 Description

• Oversee comprehensive enterprise sales processes, from executive outreach and qualification to negotiation and closing within assigned high-value SLED accounts in the AMER region.

• Generate new-logo traction, establish a qualified enterprise pipeline, and secure long-term contract value through direct outreach and strategic channel-driven initiatives.

• Navigate intricate public procurement procedures, including substantial RFP/RFI submissions, state cooperative purchasing frameworks like NASPO and Omnia, statewide contract negotiations, and fiscal budget cycles.

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

• Evaluate customer risk environments, complex IT infrastructures, and security validation requirements with 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.

• Partner with Field Marketing, Channel Sales, Sales Engineering, Deal Desk, and Executive Leadership to craft enterprise agreements and expedite deal progression.

• Investigate regional legislative mandates, cyber grant distributions, and public-sector threat patterns to position Horizon3 as an enterprise standard.

• Broaden Horizon3's presence across key state agencies, municipal governments, and university systems.

⛳️ Requirements

• Proficiency in Salesforce or a comparable enterprise CRM system.

• Familiarity with sales engagement tools such as Outreach, Salesloft, and ZoomInfo.

• Understanding of structured enterprise sales methodologies, including MEDDPICC and Challenger.

• In-depth knowledge of public sector purchasing behaviors, state and local procurement mechanisms, public board approvals, and compliance/regulatory standards such as 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 sales targets.

• Expertise in offensive security, autonomous penetration testing, vulnerability and attack surface management, and security operations processes.

• Bachelor's degree in Business Administration, Marketing, Information Technology, Computer Science, or a related discipline, or equivalent practical experience.

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

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

• Authorization to work in the United States.

🏝️ Benefits

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

• Inclusive workplace culture.

• Opportunities for career development.

• Collaborative environment that fosters creativity and innovative thinking.

• Comprehensive health, vision, and dental insurance for employees and their families.

• Flexible vacation policy.

• Generous parental leave.

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