Commercial Account Executive, Chicago

Location

Chicago, Illinois

Full time

Hybrid

Sales

Horizon
3.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, Node Zero™, 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.

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.

• 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 Rev Ops to improve win rates and sales velocity.
• Represent the voice of the SMB customer
  , sharing insights that influence product, messaging, and enablement.

• 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, Sec Ops, 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.

• 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.

• 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.

, 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,…