Senior Account Executive, SLED - DC/DMV

The role

The Senior Account Executive – SLED will drive net-new logo acquisition and revenue expansion across large State, Local, and Higher Education accounts. This role involves managing complex public procurement processes and executing strategic account plans within the AMER public sector.

What you will do

• Drive end-to-end enterprise sales cycles from prospecting to close across assigned SLED accounts in AMER.
• Create new logo momentum and qualified enterprise pipeline.
• Manage complex public procurement processes including RFP/RFI responses and state cooperative purchasing vehicles.
• Develop and execute territory and strategic account plans with channel partners and MSSPs.
• Assess customer risk landscapes and security validation needs alongside Sales Engineers.
• Build and maintain relationships with public sector CIOs, CISOs, and state-level leadership.
• Collaborate cross-functionally to structure enterprise agreements.
• Research regional legislative mandates and public sector threat trends.

Required qualifications

• Proficient in Salesforce or equivalent enterprise CRM.
• Proficient in modern sales engagement platforms such as Outreach, Salesloft, or ZoomInfo.
• Proficient in structured enterprise sales frameworks like MEDDPICC or Challenger.
• Deep understanding of public sector buying behaviors and state and local procurement vehicles.
• Knowledge of public board approvals and compliance/regulatory standards such as CJIS, FERPA, StateRAMP, or NIST.
• Years of experience in direct, quota-carrying B2B enterprise SaaS or cybersecurity sales.
• Track record of closing complex six- and seven-figure transactions and exceeding annual quotas.
• Knowledgeable in core cybersecurity concepts including offensive security, autonomous penetration testing, vulnerability and attack surface management, and security operations workflows.
• Bachelor’s degree in Business Administration, Marketing, Information Technology, Computer Science, or a related field or equivalent practical experience.
• 5+ years of direct enterprise sales closing experience focused on large SLED accounts.
• 5+ years of experience in cybersecurity, infrastructure software, or IT operations sales.

Benefits

• Equity package in the form of stock options
• Health, vision & dental insurance for you and your family
• Flexible vacation policy
• Generous parental leave

About the company

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to enabling organizations to proactively find, fix and verify exploitable attack vectors. The team is a fusion of former U.S. Special Operations cyber operators, startup engineers, and cybersecurity practitioners.