Senior Account Executive, SLED

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

📋 Description

• Lead the complete enterprise sales cycles, from executive prospecting and qualification to negotiation and closure, within assigned high-value SLED accounts across AMER.

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

• Oversee intricate public procurement processes, including high-value RFP/RFI responses, 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, intricate IT environments, and security validation requirements alongside Sales Engineers during technical assessments and enterprise proofs of concept.

• Establish and nurture 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 distributions, and public-sector threat trends to position Horizon3 as an enterprise standard.

• Promote the adoption of Horizon3.ai’s NodeZero autonomous penetration testing and security validation platform across state, local, and higher education organizations.

⛳️ Requirements

• Proficient in Salesforce or a similar enterprise CRM.

• Skilled in modern sales engagement platforms like Outreach, Salesloft, and ZoomInfo.

• Familiarity with structured enterprise sales methodologies such as MEDDPICC and Challenger.

• Comprehensive understanding of public sector purchasing behaviors, state and local procurement methods, public board approvals, and compliance/regulatory standards including CJIS, FERPA, StateRAMP, and NIST.

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

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

• Knowledge of 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 specifically targeting large SLED accounts.

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

• Legally permitted to work in the United States.

🏝️ Benefits

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

• Health insurance coverage for you and your family.

• Vision insurance for you and your family.

• Dental insurance 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.