Mid-Enterprise Sales Engineer

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to enabling organizations to proactively find and fix exploitable attack vectors. They are seeking a Mid-Enterprise Sales Engineer to partner with Account Executives and help mid-sized organizations understand the technical and business value of their NodeZero platform.

Responsibilities:

• Be a trusted technical partner in Mid-Market 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

Requirements:

• 5+ years of experience as a Sales Engineer or Solutions Architect, ideally in cybersecurity or infrastructure
• Experience working Mid-Market 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)