Senior Account Executive, SLED

Horizon3.ai

. Drive end-to-end enterprise sales cycles from executive prospecting and qualification through negotiation and close across assigned high-value SLED accounts in AMER .

Posted 11/4/2026full-timeRemote • United StatesSenior💰 $149,000 - $175,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving enterprise sales cycles within the public sector, leveraging knowledge of procurement processes and compliance standards. Proven ability to build relationships with key stakeholders and close complex transactions in cybersecurity and SaaS environments.

Highest-signal resume keywords

Enterprise Sales ExperiencePublic Sector Procurement KnowledgeSalesforce ProficiencyCybersecurity Sales ExpertiseComplex Transaction Closing

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

B2B Enterprise SalesSales Engagement PlatformsOffensive Security KnowledgeVulnerability ManagementSales Frameworks (MEDDPICC, Challenger)RFP/RFI Response ManagementContract NegotiationTechnical EvaluationsCybersecurity Compliance StandardsPublic Sector Buying Behaviors

Soft Skills

Relationship BuildingStrategic PlanningCollaborationNegotiationCommunication

Tools & Technologies

SalesforceOutreachSalesloftZoomInfoHorizon3.ai NodeZero

Industry Keywords

SLED AccountsPublic ProcurementCyber Grant AllocationsState Cooperative PurchasingNIST ComplianceCJIS ComplianceFERPA ComplianceStateRAMP ComplianceIT Operations SalesEnterprise SaaS Sales

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Drive end-to-end enterprise sales cycles from executive prospecting and qualification through negotiation and close across assigned high-value SLED accounts in AMER
Create new-logo momentum, qualified enterprise pipeline, and sustained multi-year contract value through direct outreach and strategic channel-led initiatives
Manage complex public procurement processes, including high-value RFP/RFI responses, state cooperative purchasing vehicles such as NASPO and Omnia, statewide contract negotiations, and fiscal budget cycles
Develop and execute territory and strategic account plans with regional channel partners, national systems integrators, and MSSPs
Assess customer risk landscapes, complex IT environments, and security validation needs with Sales Engineers during technical evaluations and enterprise proofs of concept
Build and maintain relationships with public-sector CIOs, CISOs, enterprise IT directors, chief procurement officers, and state-level leadership
Collaborate with Field Marketing, Channel Sales, Sales Engineering, Deal Desk, and Executive Leadership to structure enterprise agreements and accelerate deal progression
Research regional legislative mandates, cyber grant allocations, and public-sector threat trends to position Horizon3 as an enterprise standard
Drive adoption of Horizon3.ai’s NodeZero autonomous penetration testing and security validation platform across state, local, and higher-education organizations

Requirements

What you’ll need

Proficiency in Salesforce or equivalent enterprise CRM
Proficiency in modern sales engagement platforms such as Outreach, Salesloft, and ZoomInfo
Knowledge of structured enterprise sales frameworks such as MEDDPICC and Challenger
Deep understanding of public sector buying behaviors, state and local procurement vehicles, public board approvals, and compliance/regulatory standards such as CJIS, FERPA, StateRAMP, and NIST
Years of direct, quota-carrying B2B enterprise SaaS or cybersecurity sales experience
Demonstrated track record of closing complex six- and seven-figure transactions and exceeding 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
5+ years of direct enterprise sales closing experience focused specifically on large SLED accounts
5+ years of experience in cybersecurity, infrastructure software, or IT operations sales
Legally authorized to work in the United States

Benefits

Comp & perks

Equity package in the form of stock options for all full-time roles
Health insurance 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
Career development opportunities
Inclusive and collaborative work culture
Remote and hybrid work models depending on role and location