Mid-Market Sales Manager - San Francisco

Get to Know Us

Horizon3.ai 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. 

As a remote first company, we require minimum 25Mbps consumer grade broadband connection.

What You’ll Do

The Mid-Market Sales Manager (based in San Francisco), reporting to the Regional Vice President of Sales, will be responsible for driving revenue growth by building and leading a high-performing Western Region Mid-Market Account Executive (AE) team. 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-market sales strategy to drive new customer acquisition and revenue growth.

• Hire, lead, coach, and mentor a team of high performing Mid-Market 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 pipeline 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, preferably 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-Market 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-Market 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-Market 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 offices in SF and NYC 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.ai

• 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 remote company. Enjoy the flexibility to work in the way that supports you and brings out your best. 

• Competitive Compensation: We offer competitive salary and benefits which includes health, vision & dental care 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: $275,000 - $350,000 OTE 50/50 split annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.

• Additional compensation: This role may also be eligible for an equity package (in the form of stock options). If any other compensation benefits apply, they will be discussed during the interview process.

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.

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.