Manager, Commercial Sales

Horizon3

22d•$230,000 - $320,000•Hybrid

About The Position

Horizon3 is seeking a Manager, Commercial Sales to lead and grow its Commercial segment. The role manages a high-velocity sales team focused on commercial customers and owns the work of building pipeline, improving conversion, and delivering revenue. The manager reports directly to the Director, Commercial Sales and works in a collaborative, hands-on, data-aware environment focused on coaching and development. This is a mix of building and operating: the manager will refine existing sales motions, create new ones, and raise performance standards in a clear, fair, and supportive way. The company is growing rapidly, so priorities and processes may evolve. The manager is expected to work effectively through ambiguity and help shape how the Commercial segment scales. The role requires working on site in Horizon3’s new Chicago office three days per week. The manager leads the team’s hiring, onboarding, coaching, and daily management; owns pipeline and revenue targets; develops inbound and outbound motions for small business customers; and partners across Marketing, Sales Operations, Product, Solutions Engineering, and Alliances. The role also establishes team operating practices, provides forecasting and reporting, supports employee career development, contributes to a supportive and accountable culture, maintains current knowledge of cybersecurity offerings and buyer needs, and improves sales processes and tooling. Horizon3 describes itself as a cybersecurity company whose platform enables autonomous penetration testing and continuous security validation, helping security and IT teams identify, prioritize, and remediate critical security issues. The company offers competitive compensation, equity, and benefits, and describes its culture as inclusive, collaborative, and focused on ownership, learning, and honest feedback.

Requirements

7–10 years of total experience in B2B SaaS or technology sales.
2–4 years of frontline sales management experience leading Commercial Account Executives or similar high-velocity teams.
Direct exposure to cybersecurity or security tooling, either at a security-focused vendor or through sustained selling to security, DevOps, or IT buyers.
Demonstrated quota over-achievement as both an individual contributor and a manager, with clear examples of targets and outcomes.
Strong coaching and people-development skills, including helping people improve and addressing performance issues directly, fairly, and with an outcomes focus.
Clear, confident communication and presentation skills, including the ability to engage technical stakeholders and executive leadership.
A data-informed approach to pipeline management, forecasting, and productivity, using numbers to support decisions.
High initiative and follow-through, including the ability to make progress without a fully built playbook and close the loop on commitments.
Experience designing or refining outbound programs and campaign-based motions that drive net-new pipeline.
Comfort working closely with the Director, Commercial Sales and reinforcing shared standards and expectations within the Commercial pod.
Genuine interest in cybersecurity and offensive security and the ability to learn and explain technical concepts in straightforward language.
Ability to work on site in Horizon3’s new Chicago office three days per week.

Nice To Haves

Formal coaching or leadership training or certifications.
Experience at a high-growth SaaS or cloud provider, especially in commercial segments.
Experience building or significantly reshaping a sales function, including processes, playbooks, hiring profiles, or metrics.
Deeper exposure to offensive security, penetration testing platforms, red/purple teaming, or security automation.

Responsibilities

Lead and develop the Commercial sales team, including hiring, onboarding, coaching, and day-to-day management.
Own Commercial segment pipeline and revenue targets and guide the team toward consistently meeting or exceeding them.
Build and refine inbound and outbound motions for small business customers, including campaigns, sequences, and industry-specific plays that can be tested and scaled.
Partner with Marketing, Sales Operations, Product, Solutions Engineering, and Alliances to design and execute integrated programs that drive quality pipeline and predictable progression.
Establish and run a regular team operating rhythm with clear goals and expectations, ongoing coaching and feedback, data and dashboards to identify trends and gaps, and timely follow-up and support plans when performance falls short.
Provide sales leadership with forecasts and reports on team performance, pipeline health, and productivity metrics.
Build career paths and development plans for team members and prepare them for promotion into AE and other sales roles where appropriate.
Build a supportive, accountable team culture that balances encouragement and recognition with clear expectations and follow-through.
Stay current on Horizon3.ai’s cybersecurity and offensive security offerings, the broader security landscape, and buyer needs, and translate that knowledge into team talk tracks, discovery questions, and sales plays.
Champion process and tooling improvements in Salesforce, Salesloft/Outreach, LinkedIn Navigator, and other systems.
Help the team navigate change by providing context, explaining the rationale, and keeping people focused on what they can control.
Identify process or coverage gaps and bring practical ideas to improve them.