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Abnormal AI is seeking an AI Security Sales Executive to own and drive sales of its AI Security suite—a collection of five products designed to help enterprises govern, secure, and defend against rogue AI. This is a quota-carrying sales role focused entirely on the AI Security category, combining new logo hunting with account expansion across Abnormal's existing customer base of 5,000+ organizations, including over 30% of the Fortune 500.
You will run the full sales cycle end-to-end, from initial conversations through close, with particular emphasis on landing the largest enterprise accounts. The role demands both commercial acumen and technical depth: you'll need to hold your own in conversations about behavioral AI, cloud security architecture, and AI agent behavior with security and platform teams, while also knowing when to escalate to Sales Engineering. You'll partner closely with Account Executives in your territory, equipping them to carry AI Security conversations and stepping in on high-value deals.
The AI Security suite includes: AI Governance (discovery and shadow AI detection), AI Cloud Security (breach detection using behavioral AI), AI Employee Guardrails (safe AI usage without data leakage), AI Agent Security (agent inventory and behavior validation), and AI Security Workbench (AI-assisted investigation tools for security teams). Products are at varying stages of availability, and you'll help shape how they're sold as they mature from early access to general availability.
Beyond selling, you'll feed market feedback into product leadership in a fast loop, help build the sales playbook for this emerging category, and run point on design partner conversations for early-availability products. Abnormal is growing ~50% year-over-year, and AI security now appears in close to 80% of customer conversations at the executive level—demand significantly outpaces current capacity.
This role offers the opportunity to own a brand-new motion at the center of a fast-growing security company, work directly with executive and product leadership, and help define how an entire category gets sold.
REQUIREMENTS:
- 5+ years of quota-carrying sales experience, primarily selling into Enterprise accounts, with a proven track record of winning new logos and expanding existing accounts
- 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
- Hunter's drive paired with judgment to prioritize when demand exceeds capacity
- Comfort operating in ambiguity; the suite and sales motion are still evolving, and much of the playbook will be written by the person in this role
- Strong cross-functional instincts; ability to partner closely with Account Executives, Sales Engineering, and product leadership while working autonomously between touchpoints
NICE TO HAVES:
- Direct experience selling AI security, cloud security, or other emerging security categories
- Experience in overlay, specialist, or advisory roles in cybersecurity or AI, or a track record selling into CISOs and security leaders
- Experience selling early-availability products and shaping design partner deals
