Sales and Partner Enablement Lead

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.   ROLE OVERVIEW The Sales & Partner Enablement Lead is a foundational leader within our global enablement organization, responsible for building and scaling the sales enablement, onboarding, and instructional design engine that powers our AEs, SDRs, partners, and broader GTM teams. This role sits at the unique intersection of sales process, value selling, partner programs, and world-class instructional design. This is an intentionally broad, demanding, and high‑impact remit that requires you to operate as a senior leader and builder, not just a content producer or program coordinator. You will: - Own internal Sales enablement and certification across AEs, SDRs, and other quota-carrying or revenue-adjacent roles - Design and run AE and SDR onboarding with clear milestones, certifications, and time-to-productivity goals - Build and manage Partner sales enablement and accreditation/certification program - Own instructional design standards for live, virtual, and on-demand curriculum - Manage key enablement tools and resources (LMS/CMS) to ensure content is findable, measured, and used You will report to the Head of Global Enablement and work cross‑functionally with Sales leadership, SDR leadership, SE and CS leadership, RevOps, Product Marketing, and Partner/Channel teams across Horizon3. WHAT SUCCESS LOOKS LIKE (FIRST 12 MONTHS) - AE and SDR onboarding is structured, time‑bound, and measurably reduces time‑to‑productivity, time‑to-first meeting, time‑to-first opportunity, and time‑to-first closed deal. - A Sales + Partner certification framework is live, with clear levels and rubrics, and the majority of the field is certified at the appropriate level for their role. - A Sales Handbook and Value Selling program are launched, understood, and actively used in deals (evidenced in Gong, deal reviews, and win stories). - GTM Enablement Tuesdays run on a consistent, high‑quality cadence with clear topics, strong attendance, and visible connection to execution (e.g., pipeline hygiene improvements, better forecasting, more consistent messaging). - There is a centralized library of win stories and best practices that AEs, SDRs, and partners actually use to prepare for calls, build decks, and handle objections. - Sales, SDR, and Partner leaders report that enablement is a force multiplier, helping their teams run a consistent, high‑quality motion rather than a set of ad‑hoc trainings. WHO YOU ARE - You blend deep sales, enablement and GTM experience with enough technical and product curiosity to translate complex concepts into clear, compelling stories for sellers and partners. - You have built or led Sales enablement and onboarding programs in a high‑growth B2B SaaS or cybersecurity company. - You bring a strong instructional design toolkit and know how to build programs that change behavior, not just awareness. - You are obsessed with clarity, repeatability, and measurement and you turn ambiguity and competing requests into a structured roadmap with clear “yes/no” decisions. - You are a learn‑it‑all: naturally curious about how top reps and partners win, and relentless about turning that into scalable programs. - You are comfortable working cross‑functionally and diagonally, from SDRs and AEs to Sales leaders, PMM, Product, RevOps, and Partners. - You operate at a senior‑leader level of enablement, bringing the judgment, energy, and presence to set a vision, prioritize, balance a massive set of expectations, and hold a high bar, while still rolling up your sleeves to build content and run programs. QUALIFICATIONS Required: - 7+ years in Sales Enablement, Revenue Enablement, GTM Programs, or related leadership roles in B2B SaaS; strong preference for cybersecurity or infrastructure experience. - Demonstrated experience building and scaling Sales onboarding and certification programs for AEs and SDRs, ideally across multiple segments or regions. - Proven ability to design, deliver, and measure enablement programs that drive improvements in ramp, win rate, and pipeline conversion. - Hands‑on experience with enablement / learning tools (e.g., LMS platforms like Letter.ai http://Letter.ai, content hubs, Gong or similar conversation intelligence tools). - Strong instructional design and facilitation skills with extensive experience designing world-class curricula and personally facilitating high-impact sessions. - Excellent written and verbal communication skills; comfortable presenting to frontline reps and senior GTM leadership alike. - Strong program management skills: intake, prioritization, stakeholder alignment, and tracking to outcomes. Preferred: - Experience building partner sales enablement and certification programs. - Experience implementing or owning value selling frameworks and codifying them in a Sales handbook or playbook. - Familiarity with complex, multi-stakeholder sales cycles (e.g., selling to CISOs, CIOs, security and IT leaders, and procurement). - Prior experience at an early‑stage or high‑growth company where you’ve had to build from scratch, iterate quickly, and work with limited resources. LOCATION & TRAVEL - This role can be remote in the US (or applicable regions where Horizon3.ai http://Horizon3.ai operates). - Moderate travel to company events, key customer/partner meetings, and enablement summits may be required.   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 convenience and work-life balance that comes with remote work.  - 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, 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: - Base salary range: $149,000 - $185,000 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 In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.