Account Executive, MSP

Get to Know Us Horizon3 is a fast-growing, remote cybersecurity company dedicated to enabling organizations to proactively find, fix, and verify exploitable attack vectors before criminals exploit them. Our flagship 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 ITOps and SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a team of former U.S. Special Operations cyber operators, startup engineers and operators, and formerly frustrated cybersecurity practitioners. We are committed to solving persistent security challenges, including ineffective tools, false positives, alert fatigue, blind spots, checkbox security culture, cybersecurity skills shortages, and the cost and delay of traditional consulting. We are learn-it-alls who value respect, collaboration, ownership, and results. The Opportunity Horizon3 is seeking an experienced Account Executive to accelerate revenue growth and NodeZero adoption through Managed Service Providers (MSPs) and the Pax8 Marketplace. In this role, you will own the full sales cycle—from identifying and recruiting high-potential MSP partners to leading discovery, building compelling business cases, negotiating agreements, and closing business. You will engage MSP owners, executives, and technical leaders to connect NodeZero's capabilities to their business priorities, customer needs, and opportunities to build differentiated, profitable security services. Working closely with the Pax8 sales organization and Horizon3's internal teams, you will turn inbound interest and targeted outbound prospecting into a predictable pipeline of qualified opportunities. The ideal candidate brings sound commercial judgment, technical credibility, disciplined execution, and the ability to independently move opportunities forward in a fast-paced environment. What You’ll Do • Own revenue growth through the Pax8 MSP motion, consistently delivering against sales quotas and revenue and profitability goals. • Identify, recruit, and enable high-potential MSP partners, prioritizing those with a strong fit for NodeZero and a clear path to adoption and growth. • Lead the full sales cycle for inbound MSP inquiries, qualifying business needs, establishing decision criteria, engaging key stakeholders, and driving opportunities to close. • Develop and execute targeted outbound prospecting strategies to engage prospective Pax8 MSP partners and build a consistent pipeline of new business. • Lead consultative discovery with MSP owners, executives, and technical leaders to understand their security offerings, operating models, customer requirements, and growth priorities. • Articulate a compelling business case for NodeZero, connecting technical capabilities to differentiated services, operational efficiency, recurring revenue opportunities, and measurable customer value. • Build productive relationships with the Pax8 sales organization to coordinate account engagement, advance joint opportunities, and accelerate new MSP partner acquisition and adoption. • Deliver tailored presentations, demonstrations, and proposals, partnering with technical resources as needed to address requirements, resolve objections, and build buying confidence. • Negotiate commercial terms and close business with a clear understanding of partner economics, stakeholder priorities, and the purchasing process. • Partner with Marketing to support events and campaigns that build MSP awareness and translate engagement into qualified opportunities and revenue. • Collaborate with Engineering and Marketing to communicate partner feedback and coordinate resolution of product-related concerns, including quality, delivery, and design requirements. • Maintain accurate forecasts and detailed sales tracking, with clear visibility into opportunity qualification, decision-makers, next steps, risks, and expected close dates. • Sustain disciplined prospecting and follow-through, building sufficient pipeline coverage to achieve quarterly goals and adjusting priorities based on conversion rates and business impact. What You’ll Bring • 3–5+ years of successful B2B technology sales experience, with a demonstrated track record selling cybersecurity solutions. • Proven experience selling to or through MSPs, with an understanding of how they evaluate technology, build service offerings, and generate recurring revenue. • A consistent record of meeting or exceeding quota and independently managing opportunities from initial engagement through negotiation and close. • Strong command of consultative, solution-selling, or target-account-selling techniques, including discovery, qualification, stakeholder alignment, and business-case development. • The ability to translate complex networking and security challenges into clear business value for both technical and executive audiences. • Demonstrated success building trusted relationships with MSP owners, executive-level decision-makers, and technical stakeholders. • Strong presentation skills and the ability to communicate technical solutions and business concepts through tailored demonstrations and proposals. • Sound commercial judgment and a successful track record navigating objections, negotiating agreements, and closing multi-stakeholder opportunities. • Disciplined pipeline management, forecasting, account planning, and sales execution, with clear ownership of commitments and results. • The initiative and judgment to solve problems, prioritize effectively, and operate independently while collaborating across internal and partner teams. • Comfort working in a fast-paced startup environment, with a hands-on approach, adaptability, and a positive, solutions-focused mindset. • Excellent interpersonal and communication skills, with the credibility and follow-through to build lasting partner relationships. Travel Required We are a fully remote company. This role may require up to 20% travel to support partner engagements, events, and business development activities. 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 applicable salary-transparency regulations, we provide the following compensation range for this position: OTE Range: $160,000–$200,000 OTE with a 60/40 split annually. The exact compensation will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. Additional compensation: This role may also be eligible for an equity package in the form of stock options. If any other compensation benefits apply, they will be discussed during the interview process. Perks of Horizon3 • 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. • Hybrid & Remote Work: We embrace a mix of remote and hybrid work models depending on role and location, including our Chicago office, where some roles require regular in-office presence. • Competitive Compensation: We offer competitive salary, equity, and benefits. Our benefits include health, vision, and dental insurance for you and your family, a