Senior Account Executive, SLED

Horizon3

1d•$149,000 - $175,000

About The Position

Horizon3.ai is seeking a Senior Account Executive to drive sales across its AMER Public Sector team, focusing on large State, Local, and Higher Education (SLED) accounts. The role leads net-new customer acquisition and revenue expansion, executes complex multi-year sales strategies, collaborates with regional channels and ecosystem partners, and navigates large-scale public procurement. The position is intended to expand Horizon3’s presence across state agencies, municipal governments, and university systems in support of its mission to make autonomous security validation standard across mission-critical public infrastructure. The Senior Account Executive manages end-to-end enterprise sales cycles, builds qualified pipeline and multi-year contract value, and develops territory and strategic account plans. The role works with Sales Engineers and cross-functional teams to assess security needs, advance technical evaluations, structure agreements, and progress deals. It also requires building relationships with public-sector leaders and researching regional legislation, cyber funding, and threat trends. The listed base salary range or total on-target compensation is $149,000–$175,000 annually. The exact amount depends on location, qualifications, experience, and relevant skills. Full-time roles are eligible for stock options. Company benefits include health, vision, and dental insurance for employees and their families, a flexible vacation policy, and generous parental leave. Horizon3 describes its work model as hybrid and remote depending on role and location; some roles require regular in-office presence at its Chicago office.

Requirements

Proficiency with Salesforce or an equivalent enterprise CRM, modern sales engagement platforms such as Outreach, Salesloft, or ZoomInfo, and structured enterprise sales frameworks such as MEDDPICC or Challenger.
Deep understanding of public-sector buying behavior, state and local procurement vehicles, public board approvals, and compliance or regulatory standards such as CJIS, FERPA, StateRAMP, and NIST.
Experience in direct, quota-carrying B2B enterprise SaaS or cybersecurity sales, with a demonstrated record of closing complex six- and seven-figure transactions and exceeding annual quotas.
Knowledge of 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.
At least 5 years of direct enterprise sales closing experience focused specifically on large SLED accounts, including state agencies, major cities or counties, or large higher-education systems.
At least 5 years of experience in cybersecurity, infrastructure software, or IT operations sales.

Responsibilities

Drive end-to-end enterprise sales cycles, from executive prospecting and qualification through negotiation and close, across assigned high-value SLED accounts in AMER.
Generate new-logo momentum, qualified enterprise pipeline, and sustained multi-year contract value through direct outreach and strategic channel-led initiatives.
Manage 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 in alignment 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 trusted 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.