Regional Sales Manager (Commercial)

Join <Horizon3.ai> as a Regional Sales Manager (Commercial) and lead the growth of our Commercial/SMB segment. You will manage a team of high-velocity sellers, build pipelines, drive conversion, and deliver revenue. This role requires a mix of building and operating, with a focus on coaching and development. You will report directly to the Director of Commercial Sales and work closely with various departments to design and execute integrated programs.

• Lead and develop a Commercial sales team, 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.
• You can move forward with incomplete information, adjust as new data comes in, and communicate those changes to your team
• You’re comfortable joining a company and team that are still scaling: some things are defined, others you’ll help design
• 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
• You invest in helping people improve and grow
• Experience designing or refining outbound programs and campaign-based motions that drive net-new pipeline
• 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
• Demonstrated quota over-achievement as both an IC and a manager, with clear examples of targets and outcomes
• 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
• You’re able to address performance issues in a way that is direct, fair, and focused on outcomes
• A data-informed approach to pipeline management, forecasting, and productivity, using numbers to support decisions rather than drive everything
• Direct exposure to cybersecurity or security tooling, either:
• Clear, confident communication and presentation skills, with the ability to engage both technical stakeholders and executive leadership
• At a security-focused vendor, or
• Through sustained selling into security, DevOps, or IT buyers (e.g., CISOs, security leaders, DevOps/Cloud, IT operations)
• Strong coaching and people-development skills:
• 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
• Formal coaching or leadership training/certifications
• Experience building or significantly reshaping a BDR or commercial function (process, playbooks, hiring profiles, metrics)
• Deeper exposure to offensive security, penetration testing platforms, red/purple teaming, or security automation
• Experience at a high-growth SaaS or cloud provider, especially in commercial/SMB segments