Original listing text, shown exactly as published by the company.
About the Role
We are looking for a Regional Sales Manager to lead and grow our Commercial 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.
This role requires you to on site in our new Chicago office 4-5 days a week.
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, including hiring, onboarding, coaching, and day-to-day management.
- Own pipeline and revenue targets for the Commercial 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 BringRequired Experience
- 7–10 years of total experience in B2B SaaS or technology sales.
- 2–4 years of frontline sales management, leading Commercial Account Executives 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 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 segments.
- Experience building or significantly reshaping a sales function (process, playbooks, hiring profiles, metrics).
- Deeper exposure to offensive security, penetration testing platforms, red/purple teaming, or security automation.
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
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