Commercial SMB Regional Sales Leader

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

What the job involves 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
• 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
• 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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