Enterprise Account Executive, Twin Cities Minnesota

About the role

The Enterprise Account Executive at Horizon3.ai operates at the center of cybersecurity demand generation and strategic account development within the Twin Cities region. This role owns the full sales cycle for large, complex enterprise customers, driving revenue growth through new customer acquisition and deep expansion of existing relationships. The hire is accountable for identifying and penetrating multi-level decision-making units to uncover high-value business problems that the NodeZero platform can solve. They translate technical platform capabilities into compelling business outcomes that resonate with executive stakeholders and security leadership. Success in this position requires building and maintaining trusted advisor relationships that position Horizon3.ai as the primary partner for proactive attack vector management. The role further owns monetizing strategic alliances with channel partners to amplify reach and accelerate deal velocity across the region. Ultimately, the Enterprise Account Executive is responsible for owning revenue performance, forecasting accuracy, and customer retention metrics to ensure sustainable pipeline and predictable quota attainment.

Key facts

What you'll do

• Generate new enterprise pipeline within the Twin Cities territory by engaging C-level and security leadership at target accounts.
• Conduct discovery sessions to frame business risk and operational challenges, aligning NodeZero capabilities to specific customer outcomes.
• Build and maintain a robust multi-threaded relationship strategy with key influencers, champions, and executive sponsors inside customer organizations.
• Manage end-to-end sales cycles, from initial outreach through proof of value and final contract execution, ensuring a consistent methodology.
• Leverage Salesforce to maintain accurate pipeline visibility, forecast accuracy, and historical account planning for territory management.
• Partner with channel managers to identify, qualify, and enable reseller partners, ensuring they have the tools and content needed to succeed.
• Own post-sale value realization activities, coordinating with customer success and implementation teams to drive adoption and expansion.
• Deliver tailored product demonstrations and virtual workshops that clearly communicate risk reduction, compliance benefits, and operational efficiency.
• Collaborate closely with product and engineering teams to communicate customer feedback and competitive insights into product evolution.
• Maintain strict adherence to sales quotas and territory goals, providing transparent reporting on performance and pipeline health.
• Utilize sales enablement platforms and communication tools to streamline outreach, track interactions, and optimize engagement efficiency.
• Apply Challenger Sale methodologies to challenge customer assumptions and reframe sales conversations around business value.

Requirements

• Minimum of 5 years of successful sales experience in the cybersecurity technology industry, with a strong track record of achieving sales growth.
• Minimum of 3 years of experience working in the INFOSEC or SaaS space, demonstrating familiarity with security operations and risk management.
• Proven ability to exceed sales quotas consistently quarter over quarter in an enterprise software environment.
• Experience establishing and monetizing strong Channel Partner relationships, with pre-existing connections with key resellers in the Minnesota region being essential.
• A college degree or equivalent work experience is required as a baseline for professional credibility.
• Must be located in the Minnesota area and eligible to work without sponsorship, as this role does not support visa sponsorship.
• Demonstrated capability to manage complex sales processes, including qualification, proof of value, forecasting, negotiation, and deal closure.
• Ability to manage and drive the post-proof of value ROI process to ensure customer adoption and long-term retention.
• Proficiency in using Salesforce and other sales support tools to accurately track customer information and maintain an accurate pipeline.
• Capacity to present and demonstrate Horizon3AI solutions effectively in both virtual and in-person settings to diverse audiences.
• Willingness to travel up to 50% within the assigned territory, with all travel expenses reviewed and approved by direct management.
• Self-motivated individual who thrives in a distributed team environment while also collaborating effectively with sales, support, and success functions.
• Familiarity with sales methodologies such as Challenger Question-Based Selling to drive insight-led conversations.
• Experience with sales and marketing tools including Salesforce, Outreach.io, LinkedIn Sales Navigator, ZoomInfo, and Slack to manage engagement and communication.

Nice to have

Preferred qualifications that may enhance candidacy include prior experience selling to educational institutions, government agencies, or Global 100 enterprises using NodeZero platforms. Additional background in managing channel partner programs and reseller ecosystems is advantageous for scaling regional impact. Familiarity with compliance frameworks and risk reporting requirements within cybersecurity assessments can accelerate customer trust. Experience supporting post-sales ROI processes and adoption initiatives that drive expansion revenue within existing accounts. Comfort working autonomously in a fully remote environment while maintaining rigorous communication standards and schedule reliability.

Practical notes

This role requires up to 50% travel within the assigned Minnesota territory, and all job-related travel expenses must be reviewed and approved by your manager. Employment eligibility in Minnesota is required, and the position does not offer visa sponsorship. The compensation package includes a competitive salary, equity, and benefits such as health, vision and dental insurance for you and your family, a flexible vacation policy, and generous parental leave.