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Salary: USD 157,250 - 185,000 / annual
Abnormal AI is seeking an AI Security Sales Executive to own and drive sales of its AI Security suite—a portfolio of five products designed to help enterprises govern, secure, and defend against rogue AI. This is a quota-carrying sales role focused entirely on AI Security, 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 own the full sales cycle end-to-end in your territory, from initial conversations through close. The role involves hunting the largest new logos in the enterprise space, partnering with Account Executives to equip them with AI Security expertise, and stepping in on high-value deals. You will prioritize ruthlessly—inbound demand is expected to exceed available calendar time. Technical depth is essential: you must be able to hold substantive conversations with security and platform teams on behavioral AI, cloud security, and AI agent security, going beyond standard pitches when customers require deeper technical discussion.
Key responsibilities include running design partner conversations for early-availability products, feeding field insights back to product leadership in a fast loop, and helping shape the playbook as the AI Security suite evolves from early availability to general availability. You will stay current as the product suite and market motion shift rapidly.
The AI Security suite comprises five products at varying stages of availability: AI Governance (discovers and inventories AI usage and costs), AI Cloud Security (detects and contains cloud breaches using behavioral AI), AI Employee Guardrails (enables safe AI use without data leakage), AI Agent Security (inventories and ensures intended behavior of AI agents), and AI Security Workbench (enables security teams to run investigations using Abnormal's models).
Abnormal is growing ~50% year-over-year with deep customer trust built on eight years of behavioral AI investment. AI security now appears in close to 80% of customer conversations at the executive level, and demand is outrunning capacity. This role offers the opportunity to own a brand-new motion at the center of a fast-growing company, work directly with executive and product leadership, and help define how this 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 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 of selling into CISOs and security leaders
- Experience selling early-availability products and shaping design partner deals
