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Abnormal AI is a cybersecurity company that uses behavioral AI to detect and stop attacks that other tools miss. The company protects over 5,000 customers, including 30% of the Fortune 500, and is now expanding into a new AI Security suite with five products designed to help organizations govern AI, secure AI, and defend against rogue AI.
This is a quota-carrying sales role dedicated entirely to Abnormal's AI Security suite. You will sit within a sales pod, working alongside Account Executives to bring deep sales and product expertise to AI Security conversations. This role is built for someone who can carry a number and engage at a technical level with engineers and security teams when needed.
Key responsibilities include:
- Carry a dedicated quota for the AI Security suite, separate from your pod's core quota
- Partner with Account Executives to identify, qualify, and advance AI Security opportunities within existing and prospective accounts
- Engage deeply on technical topics including behavioral AI, cloud security, and agent security, credibly holding your own with security and platform teams
- Lead design partner conversations for products still in early availability, working closely with product leadership
- Help build the sales playbook for AI Security as the suite matures from early availability to general availability
- Stay current as the product suite evolves and availability shifts
The AI Security suite includes five products at various stages of availability: AI Governance (discovers and inventories AI usage), AI Cloud Security (detects and contains AI cloud breaches), AI Employee Guardrails (enables safe employee AI use), AI Agent Security (inventories and monitors AI agents), and AI Security Workbench (enables security teams to run investigations using AI).
This role sits at the center of a fast-moving new product line in cybersecurity. AI security is coming up in close to 80% of customer conversations at the executive level, and customers already trust Abnormal's behavioral approach. The window to capitalize on this advantage is open now, and this role offers the opportunity to get in early on a brand-new motion and help define how this category gets sold.
Requirements:
- 5+ years of Enterprise sales experience with 3,000+ seat accounts
- Proven track record of winning new logos, expanding accounts, and displacing legacy competitors in competitive markets
- Genuine technical depth and curiosity: comfort discussing AI architecture, cloud security concepts, and how behavioral models work in sufficient detail to earn trust with technical buyers
- Ability to operate in ambiguity; the suite and sales motion are still evolving, and much of the playbook will be built by the person in this role
- Strong cross-functional instincts and ability to partner tightly with Account Executives, Sales Engineering, and product leadership
- Prior exposure to cybersecurity, AI/ML concepts, or cloud security
