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Salary: USD 325,000 - 375,000 / annual
Horizon3.ai is a fast-growing, remote-first cybersecurity company that enables organizations to proactively find, fix, and verify exploitable attack vectors before criminals exploit them. The flagship product, NodeZero, delivers production-safe autonomous pentests and assessment operations that scale across internal, external, cloud, and hybrid cloud environments. NodeZero is used by ITOps/SecOps teams, consulting pentesters, MSSPs, and MSPs across organizations ranging from small educational institutions to Global 100 enterprises.
The Director of Mid-Enterprise Sales will lead the Southern California region's Mid-Enterprise sales organization, reporting to the Regional Vice President of Mid-Enterprise Sales. This role is responsible for driving revenue growth by building and leading a high-performing team of Mid-Enterprise Account Executives, with a focus on accelerating customer acquisition, expanding pipeline, and driving market penetration in a competitive, fast-growing environment.
Key responsibilities include:
- 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 growth and expansion opportunities
- Drive a "channel first" go-to-market strategy with extreme focus on driving business through channels and creating pipelines via channel partners
- Collaborate with cross-functional teams (marketing, product, customer success) to align sales strategy, develop targeted campaigns and messaging, and ensure cohesive customer experience
- Conduct market research and competitive analysis to inform sales strategies and identify areas of opportunity and differentiation
- Develop deep understanding of the cybersecurity industry and product offerings to effectively position solutions to customers
- Manage the sales pipeline from lead generation and qualification to negotiation and closing
- Ensure the Mid-Enterprise sales team maintains accurate forecasts, adheres to best practices, and utilizes sales tools and systems effectively
- Represent the company at industry events, conferences, and trade shows
The company is remote-first with an office in San Francisco geared toward collaboration and in-person events. This role may require up to 30% travel.
Requirements:
- 3-5 years of experience in sales leadership roles in the cybersecurity industry or SaaS startups
- 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
- Experience recruiting and onboarding partners and driving a high-performing channel ecosystem
- Ability to analyze sales performance data to identify trends, forecast revenue, and develop strategies for continuous improvement
- Strong analytical skills with 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
