Sales Engineer (West Coast)

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. About the Role Horizon3.ai http://Horizon3.ai is redefining how organizations defend themselves against modern cyber threats. Our autonomous security platform, NodeZero, helps companies proactively find and fix vulnerabilities before attackers do. We’re looking for a Mid-Enterprise Sales Engineer to partner closely with our Account Executives and help growing organizations understand the technical and business value of our platform. This role is ideal for someone who thrives in high-velocity environments, can simplify complex security concepts, and enjoys building trusted relationships with customers. What You’ll Do Be a trusted technical partner in Mid-Enterprise deals Work alongside AEs to support discovery, solution positioning, and technical validation across mid-sized organizations with diverse environments. Lead discovery and technical qualification Meet with prospective customers to understand their infrastructure, security maturity, compliance requirements, and risk priorities. Deliver tailored demos and PoVs Run compelling, outcome-driven demos and proof-of-value engagements that clearly connect NodeZero’s capabilities to customer risk reduction and business impact. Maintain continuity through the customer lifecycle Stay connected with key accounts to track evolving needs, ensure continued value realization, and surface expansion opportunities where it makes sense to. Translate technical depth into business value Help customers understand not just how the platform works, but why it matters—framing results in terms of exposure reduction, compliance alignment, and operational efficiency. Own technical deal strategy Navigate objections, competitive positioning, and technical concerns throughout the sales cycle. Collaborate cross-functionally Partner with Product, Engineering, Customer Success, and Product Marketing to ensure field feedback informs roadmap and positioning. Support enablement and knowledge sharing Contribute to internal knowledge sharing and continuously refine demo flows, technical assets, and playbooks for the Mid-Market segment. Own post-close technical continuity Stay engaged after the deal closes to ensure a smooth technical handoff, reinforce initial value, and maintain executive and practitioner alignment—remaining attentive to adoption, impact, and expansion signals WHAT YOU’LL BRING - 5+ years of experience as a Sales Engineer or Solutions Architect, ideally in cybersecurity or infrastructure - Located in PST - Experience working Mid-Market and Enterprise accounts with a mix of technical depth and executive interaction - Strong understanding of cybersecurity fundamentals (threat landscape, vulnerability management, identity, cloud, AD, etc.) - Ability to simplify complex technical concepts for both practitioners and executives - Experience running structured PoVs and managing technical validation cycles - Strong collaboration skills and comfort operating in a fast-paced, high-growth environment - Bachelor’s degree in Computer Science, IT, Cybersecurity, or related field (or equivalent experience) WHAT SUCCESS LOOKS LIKE - You build strong, trust-based relationships with Mid-Market/Enterprise customers - PoVs are structured, outcome-driven, and consistently demonstrate clear value - You partner seamlessly with AEs and contribute meaningfully to pipeline progression and win rates - Customer feedback informs ongoing product and positioning improvements 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: - $220k - $260k OTE 70/30 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. Perks of Horizon3.ai http://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. 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.