Senior Field Enablement Manager, SDR & Commercial

Job description

**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. **What You'll Do** We are looking for a Field Sales Enablement Manager to turn our field enablement strategy into repeatable, field-facing execution for the SDR and Commercial Sales organizations. This role owns the day-to-day delivery of onboarding, coaching, and content programs that help SDRs build pipeline, improve prospecting, run effective conversations, and create strong handoffs to Account Executives, and that help Commercial sellers run effective discovery, communicate value, qualify opportunities, and progress deals through close. You will work closely with the Global Field Enablement and Onboarding Leader, who owns portfolio strategy and leadership alignment. Your role is to keep delivery moving: build and maintain approved assets, run defined workstreams, manage handoffs to specialist partners, and close the loop with adoption data and field feedback. This is an execution-oriented role for an experienced SDR, SDR leader, Commercial seller, or enablement practitioner who understands SDR and commercial sales workflows, frontline coaching, ramp realities, buyer engagement, and the performance patterns of high-performing teams. **\*\*\*Please note, this role does require you to come into our downtown Chicago office 3 days a week.\*\*\*** This role will be responsible for….. **Onboarding execution and program delivery** - Own the delivery plan for assigned SDR and Commercial Sales workstreams, surfacing risks, dependencies, and capacity implications. - Own the operational delivery of SDR and Commercial Sales onboarding programs, including cohort planning, learner communications, completion tracking, content refreshes, and manager-led reinforcement. - Contribute an equitable share of responsibilities for recurring sales bootcamp programming as part of the role’s onboarding execution scope. This may include supporting planning and logistics, coordinating invitations and communications, contributing to content, and presenting selected content during bootcamp sessions. - Attend each monthly sales bootcamp in person and support the broader Enablement organization through shared bootcamp delivery responsibilities. - Build and operate role-based programs that develop proficiency in prospecting, account research, messaging, discovery, qualification, value articulation, objection handling, meeting creation, pipeline generation, SDR-to-AE handoffs, mutual action plans, competitive positioning, and deal progression. - Lead defined workstreams such as SDR onboarding, Commercial Sales onboarding, SDR-to-AE career pathway programming, manager onboarding components, role-based onboarding for new or transitioning sellers, and scoped seller or process enablement programs. - Serve as program manager or workstream lead for cross-functional programs after scope and stakeholder model are established. **Field coaching** - Own recurring call-review and coaching operations for SDRs, Commercial sellers, and their frontline managers, including established SDR call-review rhythms. - Curate strong call and deal examples, facilitate routine coaching sessions, identify performance patterns, and report actionable insights to SDR and Commercial sales leadership. - Coach and reinforce seller behaviors across prospecting, personalization, messaging, discovery, qualification, value articulation, objection handling, meeting quality, pipeline creation, stakeholder engagement, mutual close plans, and forecast discipline. - Partner with SDR and Commercial frontline managers to reinforce consistent coaching practices, operating expectations, and manager-led reinforcement. - Support Gong scorecard rollout and reporting in partnership with the Field Enablement and Onboarding Leader, Head of Global Enablement, and Enablement Ops. **Content and asset maintenance** - Draft field inputs, coordinate reviews, QA, publish, and maintain SDR and Commercial Sales enablement assets, including prospecting playbooks, messaging guides, call frameworks, discovery frameworks, value messaging, objection-handling resources, talk tracks, battlecards, proof-point libraries, onboarding materials, and manager guides. - Partner with Product Marketing, Revenue Operations, Technical Enablement, Deal Desk, and SDR and Commercial sales leadership to keep assets aligned to each sales motion and current field needs. - Lead scoped efforts such as tool and workflow audits, SDR career-pathway content, enablement requirements for prospecting and conversation-intelligence platforms, Partner 101 coordination, technology-enablement discovery, and Deal Desk or process-module requirements gathering. - Own contained content updates, tool-module coordination, and specialist follow-up so leaders are not the default builders or first responders. **Request intake, routing, and measurement** - Validate incoming requests, gather missing inputs, maintain the backlog, and prepare routing recommendations. - Before routing approved work to specialists, prepare a clear brief covering the business problem, audience, desired seller behavior, priority, deadline, SME and approver, source materials, and definition of done. - Route instructional-design work to Spencer McKee, technology and platform work to Katie Lopes, and technical-product work to Merys Raymer, then manage projects through launch. - Maintain feedback collection, post-launch reviews, adoption reporting, and monthly status updates for assigned workstreams. **What success looks like** Within the first 90 days, you will have: - Taken ownership of SDR and Commercial Sales onboarding execution, bootcamp contribution planning, call-review operations, backlog hygiene, content-refresh coordination, and stakeholder status updates. - Assessed the SDR and Commercial sales motions and established an enablement plan for the highest-impact behaviors, including prospecting, messaging, discovery, qualification, value articulation, objection handling, meeting quality, pipeline creation, and deal progression. - Established a reliable operating rhythm for onboarding, recurring bootcamp contribution, routine coaching, content maintenance, learner communications, and adoption reporting. - Advanced priority SDR and Commercial enablement workstreams, launched scoped modules through specialist partners, and built a quarterly refresh calendar with clear ownership across priority work. **What You’ll Bring** - **Sales experience path:** 5+ years of quota-carrying B2B sales experience, including experience as a Commercial, SMB, Mid-Market, or comparable Account Executive, plus 2+ years of experience in sales enablement, sales leadership, program management, sales operations, or a related field, including managing multiple timelines, dependencies, and stakeholders. - **Sales enablement experience path:** 5+ years of sales enablement and onboarding experience supporting Commercial or Mid-Market sellers, with demonstrated ownership and delivery of onboarding, coaching, content, or other field enablement programs. - Demonstrated success selling SaaS, cybersecurity, or technical solutions with multiple buyer personas, or equivalent experience enabling teams that sell these solutions. - Strong field-facing facilitation and coaching skills, with the credibility to coach Commercial sellers and partner effectively with frontline managers. - Experience partnering with sales leaders to translate pipeline needs, performance patterns, and sales-process gaps into practical enablement programs. - Ability to coordinate work clearly across Enablement, Revenue Operations, Marketing, and other relevant stakeholders while protecting field relevance and adoption. - Comfort operating without formal authority, building trust, managing handoffs, and escalating risks or decisions appropriately. - Strong written and verbal communication skills, including clear briefs, status updates, coaching feedback, and seller-facing messaging. **What Sets You Apart?** - **Sales experience path:** 5+ years of combined experience as an SDR or BDR, SDR leader or manager, or quota-carrying B2B Account Executive (Commercial, SMB, Mid-Market, or comparable), with firsthand understanding of prospecting, qualification, pipeline creation, ramp, performance management, and deal progression. This path also requires 2+ years of experience in sales enablement, program management, sales operations, sales leadership, or a related field, including managing multiple timelines, dependencies, and stakeholders. - **Sales enablement experience path:** 5+ years of sales enablement and onboarding experience supporting SDR, Commercial, or Mid-Market sellers, with demonstrated ownership and delivery of onboarding, coaching, content, or other field enablement programs. - Strong field-facing facilitation and coaching skills, with the credibility to coach SDRs and Commercial sellers and partner effectively with frontline managers. - Experience partnering with SDR and sales leaders to translate pipeline needs, performance patterns, and sales-process gaps into practical enablement programs that reinforce consistent seller behaviors. - Ability to coordinate work clearly across Enablement, Revenue Operations, Marketing, and other relevant stakeholders while protecting field relevance and adoption. - Comfort operating without formal authority, building trust, managing handoffs, and escalating risks or decisions appropriately. - Strong written and verbal communication skills, including clear briefs, status updates, coaching feedback, and seller-facing messaging. **Travel Required** This role may require up to 20% travel for internal offsites and sales team alignment. **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: - **Base salary range $142,000 - $160,000 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. #LI-KS