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 11/5/2026full-timeRemote • California • 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 strong relationships with key stakeholders and a deep understanding of procurement processes. Proficient in utilizing sales frameworks and tools to close high-value transactions while navigating complex IT environments and compliance standards.

Highest-signal resume keywords

Enterprise Sales ManagementPublic Sector ProcurementSalesforce ProficiencyCybersecurity Sales ExperienceComplex Transaction Closing

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise Sales FrameworksCybersecurity ConceptsRFP/RFI ManagementSales Pipeline DevelopmentContract NegotiationQuota-Carrying SalesTechnical EvaluationsSales Engagement PlatformsPublic Sector Buying BehaviorsBudget Cycle Management

Soft Skills

Relationship BuildingCollaborationStrategic PlanningNegotiationCommunication

Tools & Technologies

SalesforceOutreachSalesloftZoomInfoNASPOOmnia

Industry Keywords

SLED AccountsCJISFERPAStateRAMPNISTB2B SalesEnterprise SaaSCyber Grant AllocationsPublic Board ApprovalsSecurity Operations Workflows

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
Expand Horizon3’s footprint across major state agencies, large municipal governments, and prominent university systems

Requirements

What you’ll need

Proficiency in Salesforce or equivalent enterprise CRM
Proficiency in modern sales engagement platforms such as Outreach, Salesloft, and ZoomInfo
Proficiency in 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 including CJIS, FERPA, StateRAMP, and NIST
Years of experience in direct, quota-carrying B2B enterprise SaaS or cybersecurity sales
Demonstrated track record of closing complex six- and seven-figure transactions and exceeding annual quotas
Knowledge of core cybersecurity concepts, including 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

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