Manager, Commercial Sales

Horizon3•Washington, DC

1d•$230,000 - $260,000•Hybrid

About The Position

Horizon3 is seeking a Manager, Commercial Sales to lead and grow its Commercial segment. This role involves managing a team of high-velocity sellers focused on commercial customers, with responsibilities including building pipelines, driving conversion, and delivering revenue. The position reports directly to the Director, Commercial Sales and requires a collaborative, hands-on, data-aware approach with a strong emphasis on coaching and development. The role is a blend of building and operating, requiring the individual to refine existing processes, create new ones, and consistently improve team performance in a supportive manner. This is a period of rapid growth for Horizon3, so the ideal candidate will be comfortable with evolving priorities and occasional ambiguity, energized by the opportunity to help scale the Commercial segment.

Requirements

7–10 years of total experience in B2B SaaS or technology sales.
2–4 years of frontline sales management, 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 into security, DevOps, or IT buyers.
Demonstrated quota over-achievement as both an IC and a manager, with clear examples of targets and outcomes.
Strong coaching and people-development skills.
Clear, confident communication and presentation skills, with the ability to engage both technical stakeholders and executive leadership.
A data-informed approach to pipeline management, forecasting, and productivity.
High initiative and follow-through.
Experience designing or refining outbound programs and campaign-based motions that drive net-new pipeline.
Comfort working closely with the Director, Commercial Sales and acting as an extension of her leadership style.
Genuine interest in cybersecurity and offensive security, and the ability to learn and explain technical concepts in straightforward language.

Nice To Haves

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

Responsibilities

Lead and develop a Commercial sales team, including hiring, onboarding, coaching, and day-to-day management.
Own pipeline and revenue targets for the Commercial segment 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 operating rhythm for the team, including clear goals and expectations, ongoing coaching and feedback, use of data and dashboards, and thoughtful follow-up on performance.
Provide forecasting and reporting on team performance, pipeline health, and key productivity metrics to sales leadership.
Build and maintain career paths and development plans for team members.
Help create a supportive, accountable team culture that balances encouragement and recognition with clear expectations and follow-through.
Stay current on Horizon3’s cybersecurity and offensive security offerings, the broader security landscape, and buyer needs, then translate that into talk tracks, discovery questions, and plays your team can use.
Champion process and tooling improvements in Salesforce, Salesloft/Outreach, LinkedIn Navigator, and other systems to drive consistency and scale.