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Salary: USD 157,250 - 185,000 / annual
Abnormal AI is seeking an Enterprise Account Executive to join its SLED (State, Local, Education) sales team. You will sell behavioral AI-powered security solutions into large, complex public sector agencies within a defined territory. The company has built its platform from AI up to catch human-targeted attacks that legacy tools miss, and is expanding from email security into identity, AI security, and insider threat protection.
In this role, you will run the full deal cycle from initial prospecting through contract signature and post-sale expansion. You'll be responsible for overachieving new annual recurring revenue quota, building and maintaining a healthy pipeline, and partnering with internal teams including Sales Engineering, Product, Marketing, and Customer Success. You'll serve as the customer advocate inside Abnormal, helping prioritize product and go-to-market initiatives that drive faster revenue closure. You'll also maintain accurate pipeline data in Salesforce, Highspot, and Close Plan, and leverage all demand generation channels including AE prospecting, SDRs, marketing, channel partnerships, and customer referrals.
The ideal candidate is local to the NorCal area and brings deep experience selling into large public sector environments. You should be a disciplined hunter with strong prospecting skills, excellent at uncovering public sector pain points and mapping them to value-driven solutions. You'll need to be an effective presenter who tailors messaging to government stakeholders, skilled at building business cases that quantify ROI, and experienced in guiding customers through complex procurement and RFP cycles. You should be process-oriented with consistent sales methodology, data-disciplined, and resourceful—thriving in early-stage or underdog environments with limited resources.
Abnormal AI is growing 40%+ year over year, protects more than 4,500 customers including over 25% of the Fortune 500, and is expanding rapidly into new security domains.
REQUIREMENTS:
- 8+ years of direct (not overlay) enterprise sales experience prospecting and closing large, complex SLED accounts
- Proven track record of closing new account logos and growing existing accounts through cross-sell and upsell
- Strong negotiation skills for large organizations and multi-stakeholder sales cycles
- Consistent over-quota performance, ideally top 5% of sales organization
- Technical fluency across security, email, cloud, and AI
- Cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security personnel
- Builder's mindset: thrived in early-stage, underdog, or competitive environments
- Comfort with rapid growth and expanding product scope
