Director, Enterprise Sales Engineer (West)

Horizon3

13d•$293,000 - $335,000•Remote

About The Position

Horizon3 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. Horizon3.ai is redefining how organizations defend themselves against modern cyber threats. Our autonomous security platform, NodeZero, helps organizations proactively identify and remediate exploitable weaknesses before attackers do. We’re looking for an Enterprise Sales Engineering Leader to lead and scale a high-performing team of Sales Engineers supporting our Enterprise business. This leader will be responsible for developing the team, driving consistent technical execution across complex sales cycles, and partnering closely with Enterprise Sales leadership to improve customer engagement, technical validation, and win rates. This is a hands-on leadership role for someone who can coach and develop Sales Engineers while also stepping into strategic opportunities when needed. The ideal candidate brings strong cybersecurity experience, Enterprise pre-sales leadership experience, and the ability to build the processes and operating rhythms needed to scale in a fast-growing environment.

Requirements

8+ years of experience in Sales Engineering, Solutions Engineering, Solutions Architecture, or similar technical go-to-market roles, with meaningful experience in cybersecurity
3+ years of experience leading customer-facing technical teams
Demonstrated success leading Sales Engineers supporting complex Enterprise accounts and sales cycles
Strong cybersecurity foundation and the ability to credibly engage on topics such as networking, cloud security, identity and Active Directory, vulnerability management, security operations, and the broader threat landscape
Experience coaching teams through technical discovery, demonstrations, structured PoVs, competitive evaluations, and technical deal strategy
Strong understanding of how effective AE/SE partnerships contribute to pipeline progression and revenue outcomes
Track record of developing technical talent and raising the performance of both individuals and teams
Ability to communicate credibly with security practitioners while translating complex technical concepts into business value for executive audiences
Strong executive presence and the ability to step directly into strategic customer engagements when needed
Experience building processes and operating rhythms that improve execution as an organization scales
Highly collaborative, adaptable, and comfortable operating in a fast-paced, high-growth environment

Nice To Haves

Experience leading Enterprise Sales Engineering teams within a cybersecurity company
Experience supporting large, complex organizations with multiple technical and executive stakeholders
Experience scaling a Sales Engineering organization through significant company growth
Experience working in a partner-influenced or channel-supported Enterprise sales model
Familiarity with vulnerability management, exposure management, penetration testing, or adjacent security categories is a plus, but prior offensive security experience is not required
Bachelor’s degree in Computer Science, Information Technology, Cybersecurity, or a related field, or equivalent practical experience
Advanced degree or relevant technical certifications are a plus

Responsibilities

Lead and Develop the Enterprise SE Team: Hire, coach, and develop a high-performing team of Enterprise Sales Engineers. Define clear expectations, performance standards, and success measures across the team. Build a culture of accountability, technical excellence, customer focus, and strong partnership with Sales. Coach SEs across technical discovery, demonstrations, PoV execution, deal strategy, executive communication, and competitive positioning. Build onboarding, development, and coaching rhythms that enable the team to grow alongside the business.
Drive Enterprise Technical Sales Execution: Establish a consistent, high-quality technical sales motion across Enterprise opportunities. Ensure the team delivers strong discovery and technical qualification that uncovers customer infrastructure, security maturity, risk priorities, and business needs. Drive rigor around PoV strategy, success criteria, execution, and technical validation. Ensure demos and technical engagements clearly connect NodeZero’s capabilities to customer outcomes, including exposure reduction, compliance alignment, and operational efficiency. Coach SEs through technical objections, competitive situations, and complex customer environments. Serve as a strategic technical leader on critical Enterprise opportunities, helping teams navigate complex evaluations and move technical decisions forward.
Build Strong AE/SE Partnerships: Partner closely with Enterprise Sales leadership to align SE resources to the highest-impact opportunities. Establish clear expectations for AE/SE partnership, ownership, and accountability throughout the sales cycle. Help teams develop strong technical deal strategies that support pipeline progression and improve win rates. Partner with Sales leaders to identify risks within strategic opportunities and proactively determine where leadership involvement is needed.
Elevate Enterprise Customer Engagement: Develop a team capable of building trusted relationships with security practitioners, technical leaders, CISOs, and executive stakeholders. Coach SEs to move beyond product demonstrations and lead consultative conversations around customer risk, security priorities, and business outcomes. Ensure the team can simplify complex cybersecurity concepts while maintaining technical credibility with sophisticated Enterprise customers. Support executive and strategic customer conversations when needed. Ensure appropriate technical continuity through the customer lifecycle, from pre-sales evaluation through handoff, adoption, and potential expansion. Develop strong presenters across the team and represent Horizon3.ai in public-speaking engagements, including customer events, conferences, webinars, and other industry forums.
Scale the Enterprise SE Organization: Build repeatable processes, playbooks, and operating rhythms that improve consistency without slowing down the field. Establish inspection rhythms across pipeline, technical evaluations, PoVs, and strategic opportunities. Use data and field insights to understand SE capacity, performance, technical win rates, PoV effectiveness, and areas for improvement. Contribute to headcount planning, territory and coverage design, and organizational scaling decisions. Continuously evolve the Enterprise SE model as the company, product, and customer base grow.
Partner Cross-Functionally: Collaborate with Product, Engineering, Customer Success, Product Marketing, and other Sales Engineering leaders to improve customer outcomes and field execution. Ensure customer feedback, competitive intelligence, and recurring technical challenges are effectively communicated back into the business. Partner with Customer Success to create strong technical handoffs while maintaining continuity with strategic accounts. Work with Channel Sales Engineering to support Enterprise opportunities involving partners. Contribute to technical enablement, knowledge sharing, demo strategy, and field best practices across the broader SE organization.