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Salary: USD 197,650 - 232,500 / annual
Abnormal AI is a fast-growing cybersecurity company protecting over 4,500 customers, including 25%+ of the Fortune 500. The company is expanding 40%+ year-over-year and broadening its platform from email security into identity, AI security, and insider threat.
You will lead the Enterprise West SLED (State, Local, Education) sales team, owning strategy and execution for Abnormal's largest and most complex public sector accounts across the western region. This is a people-management role with full P&L responsibility for new annual recurring revenue quota in your region.
Key responsibilities include:
- Recruit, hire, and develop a world-class team of Enterprise SLED Account Executives, staying ahead of team changes and building bench strength.
- Set clear productivity metrics and growth milestones; coach the team to consistently achieve them.
- Own regional account strategy and drive execution from initial conversations through contract signature and upselling.
- Build disciplined pipeline generation across field sales, marketing, channel partners, and sales development to accelerate new business in large, complex SLED agencies.
- Partner with Sales Engineering to deliver outstanding product demonstrations and repeatable proof-of-concept programs as the platform expands.
- Lead data-driven business development, developing each Account Executive in areas that matter most for their skillset and NARR results.
- Deepen relationships with existing customers around value realization, retention, renewal rates, upsell expansion, and referrals.
- Forecast monthly and quarterly revenue to executive leadership through disciplined deal inspection and consistent methodology.
- Grow strategic relationships with existing channel partners and develop new ones with deep roots in public sector procurement.
- Run Quarterly Business Reviews that provide clear visibility into sales productivity, plan execution, and progress against strategic objectives.
- Identify, cultivate, and close new business at the executive level (CISO/CIO/CTO and agency leadership) in large Enterprise SLED accounts.
The role offers significant opportunity to build and scale a high-performing team during one of the company's most exciting growth phases, with more surface area to sell, more room to build, and more impact to make than at a mature market leader.
REQUIREMENTS:
- 8+ years of Enterprise SLED sales experience with a demonstrated track record of exceeding quota selling security, networking, and/or software solutions into public sector agencies.
- 3+ years leading an Enterprise SLED sales team focused on new business and new logo growth.
- Genuine hunter mentality with direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline in large, complex public sector agencies.
- Consistent, sustained over-achievement track record, not a single good year.
- Success closing complex sales with multiple buying influences, including procurement and RFP processes, ideally in new or emerging solution categories.
- Experience managing and closing deals of $200K+, along with high-value transactions above $1M+.
- Demonstrated ability to build strong relationships with partners and customers at the executive level, including agency and public sector leadership.
- Strong presentation and communication skills, with the ability to translate technical features into business value for public sector stakeholders.
- Fluency in consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.).
- Comfort operating in a fast-paced, still-scaling environment where the playbook is being written as you go.
