Sales Engineer (West Coast)

About the role

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.

Responsibilities

• 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
• 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
• 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.)
• 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)