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Role Description

Horizon3.ai is redefining how organizations defend themselves against modern cyber threats. Our autonomous security platform, NodeZero, helps companies proactively find and fix vulnerabilities before attackers do.

• Be a trusted technical partner in Mid-Enterprise deals
• Work alongside AEs to support discovery, solution positioning, and technical validation across mid-sized organizations with diverse environments.
• Lead discovery and technical qualification
• Meet with prospective customers to understand their infrastructure, security maturity, compliance requirements, and risk priorities.
• Deliver tailored demos and PoVs
• Run compelling, outcome-driven demos and proof-of-value engagements that clearly connect NodeZero’s capabilities to customer risk reduction and business impact.
• Maintain continuity through the customer lifecycle
• Stay connected with key accounts to track evolving needs, ensure continued value realization, and surface expansion opportunities where it makes sense to.
• Translate technical depth into business value
• Help customers understand not just how the platform works, but why it matters—framing results in terms of exposure reduction, compliance alignment, and operational efficiency.
• Own technical deal strategy
• Navigate objections, competitive positioning, and technical concerns throughout the sales cycle.
• Collaborate cross-functionally
• Partner with Product, Engineering, Customer Success, and Product Marketing to ensure field feedback informs roadmap and positioning.
• Support enablement and knowledge sharing
• Contribute to internal knowledge sharing and continuously refine demo flows, technical assets, and playbooks for the Mid-Market segment.
• Own post-close technical continuity
• Stay engaged after the deal closes to ensure a smooth technical handoff, reinforce initial value, and maintain executive and practitioner alignment—remaining attentive to adoption, impact, and expansion signals.

Qualifications

• 5+ years of experience as a Sales Engineer or Solutions Architect, ideally in cybersecurity or infrastructure
• Located in PST
• Experience working Mid-Market and Enterprise accounts with a mix of technical depth and executive interaction
• Strong understanding of cybersecurity fundamentals (threat landscape, vulnerability management, identity, cloud, AD, etc.)
• Ability to simplify complex technical concepts for both practitioners and executives
• Experience running structured PoVs and managing technical validation cycles
• Strong collaboration skills and comfort operating in a fast-paced, high-growth environment
• Bachelor’s degree in Computer Science, IT, Cybersecurity, or related field (or equivalent experience)

Requirements

• You build strong, trust-based relationships with Mid-Market/Enterprise customers
• PoVs are structured, outcome-driven, and consistently demonstrate clear value
• You partner seamlessly with AEs and contribute meaningfully to pipeline progression and win rates
• Customer feedback informs ongoing product and positioning improvements

Benefits

• 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.
• Remote Work: We are a 100% remote company. Enjoy the flexibility to work in the way that supports you and brings out your best.
• 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.