Enterprise Account Executive, South Africa

Horizon3 is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, 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 IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs.

We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and 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.

The Enterprise Account Executive is a key role responsible for driving sales growth and expanding the customer base across South Africa and the wider Southern and Sub-Saharan Africa region. The focus is on acquiring new enterprise accounts, building strong customer relationships, and ensuring customer satisfaction and retention. This is a build role: the successful candidate will originate and qualify their own pipeline, and work with regional distributors and resellers to turn registered deals into qualified, winnable opportunities.

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  Win new enterprise accounts and generate pipeline to achieve quota.

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  Work with South African distributors and resellers to turn registered deals into qualified pipeline, and drive partner productivity and pipeline generation, not just deal registration.

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  Lead sales cycles from qualification and proof of value through forecasting, negotiation, and close, working closely with Sales Engineering.

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  Drive post-proof-of-value ROI, partnering with Support and Customer Success to support customer value and retention.

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  Present and demonstrate Horizon3 solutions in virtual and in-person meetings.

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  Maintain accurate customer records, pipeline stage progression, close dates and forecasts in Salesforce; collaborate with distributed teams.

• 5+ years of successful cybersecurity sales, with consistent quota overachievement; at least 3 years in InfoSec or SaaS.

• Success introducing cybersecurity software, originating pipeline, and closing enterprise deals without relying on an established brand.

• Experience working in a two-tier distribution model, managing distributors and resellers toward measurable pipeline generation.

• Discipline in pipeline qualification, including the willingness to remove opportunities that do not qualify.

• Familiarity with Challenger Question-Based Selling and MEDDPICC, and proficiency in Salesforce.

• Ability to position a SaaS-only product (cloud-hosted, no on-premises version) credibly with enterprise buyers.

• Experience selling for a U.S. cybersecurity vendor or an early-stage/startup security company.

• Excellent English communication skills.

• A college degree or equivalent work experience.

• Ability to work independently and collaborate effectively with distributed teams.

This job may require up to 50% of travel within the assigned territory.

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.

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