Director, Mid-Market Sales

Get to Know Us

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals exploit them. Our flagship product,  the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs.  

We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, false positives resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn-it-alls, committed to a culture of respect, collaboration, ownership, and results. 

As a remote first company, we require minimum 25Mbps consumer grade broadband connection.

What You’ll Do

The Mid-Market Sales Leader, reporting to the Regional Vice President of Sales, will be responsible for driving revenue growth by building and leading a high-performing Western Region Mid-Market Account Executive (AE) team. This role can be either at the Manager or Director level depending on experience. This role focuses on accelerating customer acquisition, expanding pipeline, and driving market penetration. Success in this position requires strong leadership, strategic planning, and execution capabilities to scale a high-impact sales organization in a competitive, fast-growing environment.

• Develop and execute a comprehensive mid-market sales strategy to drive new customer acquisition and revenue growth.

• Hire, lead, coach, and mentor a team of high performing Mid-Market Account Executives to consistently meet or exceed sales targets.

• Build and maintain relationships with key customers, stakeholders and partners  to identify opportunities for growth and expansion.

• Drive a “channel first” go-to-market strategy with extreme focus on driving business through channels and creating pipeline via channels.

• Collaborate with cross-functional teams, including marketing, product, and customer success, to align sales strategy, develop targeted campaigns and messaging to drive GTM execution and ensure a cohesive customer experience.

• Conduct market research and competitive analysis to inform sales strategies and identify areas of opportunity and differentiation.

• Develop and maintain a deep understanding of the cybersecurity industry and our product offerings to effectively position our solutions to customers.

What You’ll Bring

• 3-5 years of experience in sales leadership roles, preferably in the cybersecurity industry or SaaS startups.

• Execute sales plans and forecasts to meet or exceed revenue targets and drive sustainable growth within the Mid-Market segment.

• Recruit and onboard partners, driving a high-performing channel ecosystem.

• Analyze sales performance data to identify trends, forecast revenue, and develop strategies for continuous improvement.

• Represent the company at industry events, conferences, and trade shows to promote our solutions and build relationships with potential customers and partners.

• Manage the sales pipeline, from lead generation and qualification to negotiation and closing, ensuring timely follow-up and effective pipeline management.

• Ensure that the Mid-Market sales team maintains accurate forecasts, adheres to best practices, and utilizes sales tools and systems effectively to drive efficiency and productivity. 

• Demonstrated expertise in developing and implementing sales strategies, managing complex sales cycles, and achieving ambitious revenue targets within the Mid-Market segment.

• Experience building and managing high-performing sales teams.

• Strong analytical skills, with the 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.

Travel Required 

We are a remote first company with offices in SF a