Director, Enterprise Sales Engineer (West)

**Get to Know Us** 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. ## **About the Role** [](http://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. ## **What You’ll Do** ### **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 [](http://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 ## **What You’ll Bring** - 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 ## **Preferred Qualifications** - 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 ## **What Success Looks Like** - You build and develop a high-performing Enterprise SE team that is trusted by both customers and Sales - Enterprise technical engagements are consistent, consultative, and outcome-driven - PoVs are well-qualified, structured around clear success criteria, and consistently demonstrate customer value - SEs are strong partners to their AEs and meaningfully contribute to pipeline progression and win rates - Your team can operate independently while knowing when and how to bring in leadership or additional technical resources - Customer and field feedback consistently makes its way back into Product, Engineering, and go-to-market strategy - The Enterprise SE organization has the processes, talent, and coverage model needed to support continued growth **Perks of Horizon3** - Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. - Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. - Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. - Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location, including our Chicago office, where some roles require regular in-office presence. - Competitive Compensation: We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave. **Compensation and Values** At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. In accordance with various State’s transparency regulations, we provide the following salary range information for this position: - Total On-Target Compensation: $293,000 - $335,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. - Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. **You Belong Here** Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless. **Other Duties** Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. **Application Note** In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.