Senior Account Executive, SLED - Florida

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 multi-year sales strategies.

What you will do

• Drive end-to-end enterprise sales cycles from executive prospecting to negotiation and close.
• 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 and autonomous penetration testing.
• 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.