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