Manager, Commercial Sales

About Horizon3.ai

Horizon3.ai is a cybersecurity company focused on helping organizations find and fix their most critical security issues before attackers can exploit them. Our platform enables autonomous penetration testing and continuous security validation, giving security and IT teams a real attacker’s view of their environment so they can prioritize and remediate what matters most.

We are a fast-growing, product-led company built by security practitioners. We move quickly, iterate often, and prioritize impact. If you like seeing the direct results of your work and enjoy collaborating across functions to solve real customer problems, Horizon3.ai is a strong fit.

About the Role

We are looking for a Manager, Commercial Sales to lead and grow our Commercial/SMB segment. You will manage a team of high-velocity sellers focused on commercial customers and be responsible for building pipelines, driving conversion, and delivering revenue.

You will report directly to the Director, Commercial Sales and align closely with her leadership style: collaborative, hands-on, data-aware, and very focused on coaching and development. This role is a mix of building and operating: you’ll be expected to refine the motion we have, create what doesn’t exist yet, and consistently raise the bar on performance in a way that is clear, fair, and supportive.

Horizon3.ai is in a period of rapid growth. Priorities will evolve, processes will mature, and we’ll learn as we go. The right person for this role understands that this comes with real work and occasional ambiguity, and is energized by the opportunity to help shape how the Commercial scales.

What You’ll Do

In this role, you will:

Lead and develop a Commercial sales team (Jr AEs, Commercial AEs), including hiring, onboarding, coaching, and day-to-day management.
Own pipeline and revenue targets for the Commercial/Small Business segment and guide the team toward consistently meeting or exceeding them.
Build and refine inbound and outbound motions for small business customers, including campaigns, sequences, and industry-specific plays that can be tested and scaled.
Partner with Marketing, Sales Operations, Product, Solutions Engineering, and Alliances to design and execute integrated programs that drive quality pipeline and predictable progression.
Establish and run a regular operating rhythm for the team, including:
- Clear goals and expectations.
- Ongoing coaching and feedback in 1:1s and team settings.
- Use of data and dashboards to spot trends, identify gaps, and celebrate wins.
- Thoughtful, timely follow-up when performance isn’t where it needs to be, with support plans and next steps.
Provide forecasting and reporting on team performance, pipeline health, and key productivity metrics to sales leadership.
Build and maintain career paths and development plans for team members, preparing them for promotion into AE and other sales roles where it makes sense.
Help create a supportive, accountable team culture that balances encouragement and recognition with clear expectations and follow-through.
Stay current on Horizon3.ai’s cybersecurity and offensive security offerings, the broader security landscape, and buyer needs, then translate that into talk tracks, discovery questions, and plays your team can use.
Champion process and tooling improvements in Salesforce, Salesloft/Outreach, LinkedIn Navigator, and other systems to drive consistency and scale.

How You Work in a Growth Environment

You’re comfortable joining a company and team that are still scaling: some things are defined, others you’ll help design.
You can move forward with incomplete information, adjust as new data comes in, and communicate those changes to your team.
You notice gaps in process or coverage and bring practical ideas for how to improve them.
You help your team navigate change by setting context, explaining the “why,” and keeping people focused on what they can control.

What You’ll Bring

Required Experience

7–10 years of total experience in B2B SaaS or technology sales.
2–4 years of frontline sales management, leading SMB/Commercial AE or similar high-velocity teams.
Direct exposure to cybersecurity or security tooling, either:
- At a security-focused vendor, or
- Through sustained selling into security, DevOps, or IT buyers (e.g., CISOs, security leaders, DevOps/Cloud, IT operations).

Required Skills & Traits

Demonstrated quota over-achievement as both an IC and a manager, with clear examples of targets and outcomes.
Strong coaching and people-development skills:
- You invest in helping people improve and grow.
- You’re able to address performance issues in a way that is direct, fair, and focused on outcomes.
Clear, confident communication and presentation skills, with the ability to engage both technical stakeholders and executive leadership.
A data-informed approach to pipeline management, forecasting, and productivity, using numbers to support decisions rather than drive everything.
High initiative and follow-through; you don’t need a fully built playbook to start making progress and you close the loop on what you commit to.
Experience designing or refining outbound programs and campaign-based motions that drive net-new pipeline.
Comfort working closely with the Director, Commercial Sales and acting as an extension of her leadership style, reinforcing shared standards and expectations within the Commercial/SMB pod.
Genuine interest in cybersecurity and offensive security, and the ability to learn and explain technical concepts in straightforward language.

Nice-to-Haves

Formal coaching or leadership training/certifications.
Experience at a high-growth SaaS or cloud provider, especially in commercial/SMB segments.
Experience building or significantly reshaping a BDR or commercial function (process, playbooks, hiring profiles, metrics).
Deeper exposure to offensive security, penetration testing platforms, red/purple teaming, or security automation.

Why Join Horizon3.ai

The opportunity to build and run a core revenue engine for a growing cybersecurity company.
A culture that values ownership, learning, and honest feedback, and that’s still small enough for your work to be very visible.
The chance to work on real security problems that impact customers every day.
Competitive compensation, equity, and benefits, along with flexibility in how and where you work (aligned with Horizon3.ai’s policies).

Horizon3.ai is an equal opportunity employer. We value diverse perspectives and experiences and are committed to building an inclusive environment for all employees. We welcome applicants from all backgrounds to apply.

If you’re excited about leading a team, helping shape a growing business, and going deeper into the cybersecurity space, we’d like to connect.

Perks of Horizon3.ai

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 convenience and work-life balance that comes with remote work.
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.

Compensation and Values

At Horizon3, 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, levels, and locations.

In accordance with various State’s transparency regulations, we provide the following salary range information for this position:

Base salary range: $125,000 - $150,000 annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.
Additional compensation: All full-time roles are eligible for an equity package in the form of stock options.

You Belong Here

Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law.

Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth.

We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice.

Application Note