Sales Engineer

Overview

Horizon
3.ai is a fast-growing, remote cybersecurity company focused on enabling organizations to proactively find, fix, and verify exploitable attack vectors before criminals exploit them. Our Node Zero platform delivers production-safe autonomous pentests and other assessment operations across large and diverse environments. We serve organizations of all sizes, from educational institutions to government agencies and Global 100 enterprises, and work with ITOps/Sec Ops teams, consulting pentesters, MSSPs, and MSPs.

As a remote-first company, we require a minimum 25

Mbps consumer‑grade broadband connection.

About The Role

Horizon
3.ai is redefining how organizations defend themselves against modern cyber threats. Our autonomous security platform, Node Zero, helps companies proactively find and fix vulnerabilities before attackers do. We’re looking for a 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.

This role will support our Canada territory, partnering with customers across the region and aligning closely with our regional sales leadership. Bilingual proficiency in English and French is preferred.

• Be a trusted technical partner in Enterprise deals. Work alongside Account Executives 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 proofs of value. Run compelling, outcome-driven demos and engagements that clearly connect Node Zero’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.
• 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 refine demo flows, technical assets, and playbooks for the Enterprise segment.
• Own post-close technical continuity. Stay engaged after the deal closes to ensure a smooth technical handoff, reinforce initial value, and maintain alignment with adoption, impact, and expansion signals.

• 5+ years of experience as a Sales Engineer or Solutions Architect in cybersecurity or infrastructure.
• Experience working with Enterprise accounts with 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 Proofs of Value (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).
• Bilingual proficiency in English and French preferred (to support customers across Canada).

• You build strong, trust-based relationships with 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…