SMB Account Executive, Chicago

About Horizon3.ai

Horizon3.ai is a fast‑growing cybersecurity company on a mission to help organizations proactively find, fix, and verify exploitable attack vectors before adversaries exploit them. Our flagship platform, NodeZero™, delivers production‑safe autonomous pentesting and attacker‑centric validation across internal, external, cloud, and hybrid environments.

We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and cybersecurity practitioners who were tired of ineffective tools, alert fatigue, blind spots, and “checkbox security.” We operate with a culture of respect, collaboration, ownership, and results, and we’re looking for sellers who thrive in fast‑moving, high‑growth environments.

What You’ll Do

As an Inside Sales / SMB Account Executive, you will own the full sales cycle for SMB accounts. You’ll be responsible for acquiring new customers, expanding existing relationships, and partnering closely with Channel, SDR, SE, and Marketing teams to drive efficient growth.

Core Responsibilities

• Own the full sales cycle from qualification to POV, negotiation, and close for SMB and commercial accounts.

• Drive new business through a mix of outbound and partner‑sourced opportunities.

• Run high‑velocity sales cycles, managing 20–60 opportunities at once with precision and urgency.

• Deliver compelling product demos and articulate the value of autonomous pentesting to both technical and business personas.

• Partner with MSP/MSSP and VAR channel teams to co‑sell, co‑market, and expand partner‑led pipeline.

• Maintain rigorous pipeline hygiene in Salesforce, ensuring accurate forecasting and next steps.

• Execute POVs with support from Sales Engineering, ensuring crisp value articulation and ROI.

• Work cross‑functionally with Channel, Marketing, SE, CS, and RevOps to improve win rates and sales velocity.

• Represent the voice of the SMB customer, sharing insights that influence product, messaging, and enablement.

What You’ll Bring

Experience

• 1–3 years of closing experience in SaaS, ideally in cybersecurity or adjacent technical domains.

• Background as an SDR, with strong outbound fundamentals and self‑sourcing ability.

• Experience selling to IT, SecOps, and technical buyers, with the ability to simplify complex concepts.

• Proven success in high‑velocity sales environments, consistently achieving or exceeding quota.

• Familiarity with MSP/MSSP ecosystems or partner‑led motions is a strong plus.

• Creativity, drive, and a strategic mindset to the sales cycle. Leveraging your technical aptitude.

Skills

• Strong command of qualification frameworks (MEDDIC, SPICED, Challenger, etc.).

• Ability to run structured, value‑based discovery and tailor messaging to different personas.

• Excellent communication skills — clear, concise, and confident across email, phone, and video.

• Strong pipeline management, forecasting accuracy, and CRM discipline (Salesforce preferred).

• Ability to collaborate effectively with distributed teams and operate with high ownership.

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 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.

Compensation and Values

At Horizon3.ai, 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:

• $130k - $150k 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: All full-time roles are eligible for an equity package in the form of stock options.

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, hair length 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.

Application Note

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