Director of Enterprise Sales Engineering, Horizon3

• This is a hands-on leadership role for someone who can coach and develop Sales Engineers while also stepping into strategic opportunities when needed
• The ideal candidate brings strong cybersecurity experience, Enterprise pre-sales leadership experience, and the ability to build the processes and operating rhythms needed to scale in a fast-growing environment
• 8+ years of experience in Sales Engineering, Solutions Engineering, Solutions Architecture, or similar technical go-to-market roles, with meaningful experience in cybersecurity
• 3+ years of experience leading customer-facing technical teams
• Demonstrated success leading Sales Engineers supporting complex Enterprise accounts and sales cycles
• Strong cybersecurity foundation and the ability to credibly engage on topics such as networking, cloud security, identity and Active Directory, vulnerability management, security operations, and the broader threat landscape
• Experience coaching teams through technical discovery, demonstrations, structured PoVs, competitive evaluations, and technical deal strategy
• Strong understanding of how effective AE/SE partnerships contribute to pipeline progression and revenue outcomes
• Track record of developing technical talent and raising the performance of both individuals and teams
• Ability to communicate credibly with security practitioners while translating complex technical concepts into business value for executive audiences
• Strong executive presence and the ability to step directly into strategic customer engagements when needed
• Experience building processes and operating rhythms that improve execution as an organization scales
• Highly collaborative, adaptable, and comfortable operating in a fast-paced, high-growth environment

Desirable

• Horizon3.ai is redefining how organizations defend themselves against modern cyber threats. Our autonomous security platform, NodeZero, helps organizations proactively identify and remediate exploitable weaknesses before attackers do
• We’re looking for an Enterprise Sales Engineering Leader to lead and scale a high-performing team of Sales Engineers supporting our Enterprise business. This leader will be responsible for developing the team, driving consistent technical execution across complex sales cycles, and partnering closely with Enterprise Sales leadership to improve customer engagement, technical validation, and win rates
• Hire, coach, and develop a high-performing team of Enterprise Sales Engineers
• Define clear expectations, performance standards, and success measures across the team
• Build a culture of accountability, technical excellence, customer focus, and strong partnership with Sales
• Coach SEs across technical discovery, demonstrations, PoV execution, deal strategy, executive communication, and competitive positioning
• Build onboarding, development, and coaching rhythms that enable the team to grow alongside the business
• Establish a consistent, high-quality technical sales motion across Enterprise opportunities
• Ensure the team delivers strong discovery and technical qualification that uncovers customer infrastructure, security maturity, risk priorities, and business needs
• Drive rigor around PoV strategy, success criteria, execution, and technical validation
• Ensure demos and technical engagements clearly connect NodeZero’s capabilities to customer outcomes, including exposure reduction, compliance alignment, and operational efficiency
• Coach SEs through technical objections, competitive situations, and complex customer environments
• Serve as a strategic technical leader on critical Enterprise opportunities, helping teams navigate complex evaluations and move technical decisions forward
• Partner closely with Enterprise Sales leadership to align SE resources to the highest-impact opportunities
• Establish clear expectations for AE/SE partnership, ownership, and accountability throughout the sales cycle
• Help teams develop strong technical deal strategies that support pipeline progression and improve win rates
• Partner with Sales leaders to identify risks within strategic opportunities and proactively determine where leadership involvement is needed
• Develop a team capable of building trusted relationships with security practitioners, technical leaders, CISOs, and executive stakeholders
• Coach SEs to move beyond product demonstrations and lead consultative conversations around customer risk, security priorities, and business outcomes
• Ensure the team can simplify complex cybersecurity concepts while maintaining technical credibility with sophisticated Enterprise customers
• Support executive and strategic customer conversations when needed
• Ensure appropriate technical continuity through the customer lifecycle, from pre-sales evaluation through handoff, adoption, and potential expansion
• Develop strong presenters across the team and represent Horizon3.ai in public-speaking engagements, including customer events, conferences, webinars, and other industry forums
• Build repeatable processes, playbooks, and operating rhythms that improve consistency without slowing down the field
• Establish inspection rhythms across pipeline, technical evaluations, PoVs, and strategic opportunities
• Use data and field insights to understand SE capacity, performance, technical win rates, PoV effectiveness, and areas for improvement
• Contribute to headcount planning, territory and coverage design, and organizational scaling decisions
• Continuously evolve the Enterprise SE model as the company, product, and customer base grow
• Collaborate with Product, Engineering, Customer Success, Product Marketing, and other Sales Engineering leaders to improve customer outcomes and field execution
• Ensure customer feedback, competitive intelligence, and recurring technical challenges are effectively communicated back into the business
• Partner with Customer Success to create strong technical handoffs while maintaining continuity with strategic accounts
• Work with Channel Sales Engineering to support Enterprise opportunities involving partners
• Contribute to technical enablement, knowledge sharing, demo strategy, and field best practices across the broader SE organization
• What Success Looks Like
• You build and develop a high-performing Enterprise SE team that is trusted by both customers and Sales
• Enterprise technical engagements are consistent, consultative, and outcome-driven
• PoVs are well-qualified, structured around clear success criteria, and consistently demonstrate customer value
• SEs are strong partners to their AEs and meaningfully contribute to pipeline progression and win rates
• Your team can operate independently while knowing when and how to bring in leadership or additional technical resources
• Customer and field feedback consistently makes its way back into Product, Engineering, and go-to-market strategy
• The Enterprise SE organization has the processes, talent, and coverage model needed to support continued growth