Director, Mid-Enterprise Sales, SoCal

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

The Mid-Enterprise Sales Leader will be located in Southern California, reporting to the Regional Vice President of Mid-Enterprise Sales, and will be responsible for driving revenue growth by building and leading a high-performing SoCal Region, of Mid-Enterprise Account Executives (AEs). This role focuses on accelerating customer acquisition, expanding pipeline, and driving market penetration. Success in this position requires strong leadership, strategic planning, and execution capabilities to scale a high-impact sales organization in a competitive, fast-growing environment.

• Develop and execute a comprehensive Mid-Enterprise sales strategy to drive new customer acquisition and revenue growth.

• Hire, lead, coach, and mentor a team of high performing Mid-Enterprise Account Executives to consistently meet or exceed sales targets.

• Build and maintain relationships with key customers, stakeholders and partners to identify opportunities for growth and expansion.

• Drive a “channel first” go-to-market strategy with extreme focus on driving business through channels and creating pipelines via channels.

• Collaborate with cross-functional teams, including marketing, product, and customer success, to align sales strategy, develop targeted campaigns and messaging to drive GTM execution and ensure a cohesive customer experience.

• Conduct market research and competitive analysis to inform sales strategies and identify areas of opportunity and differentiation.

• Develop and maintain a deep understanding of the cybersecurity industry and our product offerings to effectively position our solutions to customers.

What You’ll Bring

• 3-5 years of experience in sales leadership roles, in the cybersecurity industry or SaaS startups.

• Execute sales plans and forecasts to meet or exceed revenue targets and drive sustainable growth within the Mid-Enterprise segment.

• Recruit and onboard partners, driving a high-performing channel ecosystem.

• Analyze sales performance data to identify trends, forecast revenue, and develop strategies for continuous improvement.

• Represent the company at industry events, conferences, and trade shows to promote our solutions and build relationships with potential customers and partners.

• Manage the sales pipeline, from lead generation and qualification to negotiation and closing, ensuring timely follow-up and effective pipeline management.

• Ensure that the Mid-Enterprise sales team maintains accurate forecasts, adheres to best practices, and utilizes sales tools and systems effectively to drive efficiency and productivity.

• Demonstrated expertise in developing and implementing sales strategies, managing complex sales cycles, and achieving ambitious revenue targets within the Mid-Enterprise segment.

• Experience building and managing high-performing sales teams.

• Strong analytical skills, with the ability to interpret sales data, identify trends and develop actionable insights to inform strategic decision-making.

• Excellent communication, negotiation and relationship-building skills.

• Bachelor's degree in business, marketing, or a related field.

Travel Required

We are a remote first company with an office in SF geared towards collaboration and in-person events. This job may require up to 30% of travel to be successful. Job-related travel expenses are reviewed and must be approved by your manager.

Perks of Horizon3

• Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive.

• Remote Work: We are a remote company. Enjoy the flexibility to work in the way that supports you and brings out your best.

• Total On-Target Compensation: $325,000 - $375,000 OTE 50/50 split annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.

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, or any other legally protected status by law.