Senior Account Executive, SLED - California

About this role

Drive new-customer acquisition and revenue growth across major State, Local, and Higher Education accounts in California. Lead complex enterprise cybersecurity sales cycles, public procurement processes, and channel partnerships.

About the company

Horizon3.ai is a technology company specializing in cybersecurity solutions, focusing on automated penetration testing and threat detection for enterprises. They provide a range of services aimed at enhancing security posture and risk management for organizations across various sectors.

The team

AMER Public Sector sales team

Stack

What you'll do

• Manage enterprise sales cycles from prospecting through negotiation and close.
• Build qualified pipeline and win new logos through direct and channel-led sales.
• Navigate public-sector procurement, RFP/RFI responses, cooperative purchasing, and budget cycles.
• Develop territory and account plans with channel partners, systems integrators, and MSSPs.
• Partner with Sales Engineers on technical evaluations and proofs of concept.
• Build relationships with public-sector technology, security, procurement, and state leaders.

What we're looking for

• 5+ years closing enterprise sales with large SLED accounts.
• 5+ years of cybersecurity, infrastructure software, or IT operations sales experience.
• Track record exceeding quota and closing complex six- and seven-figure deals.
• Knowledge of SLED procurement, public-sector buying, and standards such as CJIS, FERPA, StateRAMP, and NIST.
• Knowledge of cybersecurity concepts including offensive security and autonomous penetration testing.
• Proficiency with enterprise CRM, sales engagement platforms, and structured sales frameworks.
• Bachelor’s degree or equivalent practical experience.

Benefits

• Stock options
• Flexible vacation policy
• Generous parental leave
• Health, vision, and dental insurance