SLED Enterprise Account Executive (Northern California)

Position Overview

Nothing Exceptional Was Ever Normal. At Abnormal AI – the world’s fastest-growing cybersecurity company – you will serve as an Enterprise SLED Account Executive focusing on SLED accounts across Northern California. In this role, you will spearhead Abnormal AI relationships, manage all transactions within key accounts, and quarterback the sales ecosystem to support customer success. Your background in direct enterprise sales, particularly in complex environments, and your ability to navigate large organizations make you a perfect fit for this dynamic, early-stage environment.

Key Responsibilities

• Sell Abnormal AI solutions to SLED agencies with the goal to overachieve new annual recurring revenue quota.
• Manage Enterprise Accounts from initial conversations through contract signing and up-selling once they’re a customer.
• Prospect and generate new business opportunities within Enterprise Accounts to build a robust pipeline.
• Collaborate with Customer Success to ensure timely renewals and expansion sale opportunities.
• Document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan).
• Advocate for the customer with internal teams including Sales Engineering, Product, and Marketing to prioritize closing additional revenue.
• Ensure residency within the Northern California territory.

Required Qualifications

• Demonstrated 8+ years of direct enterprise sales experience prospecting and closing SLED accounts.
• Proven track record of success in closing new Account Logos, as well as cross selling/up-selling and growing existing customer accounts.
• Skilled in negotiating with large organizations and closing complex sales.
• Consistent over-quota performance and/or ranking in the top 5% of the sales organization.
• Conversant in key areas such as security, email, cloud, and AI.
• Experience selling subscription software/SaaS to CISOs and security personnel.
• Demonstrated disciplined approach to early pipeline development and the ability to prospect into large enterprise accounts by leveraging multiple demand generation channels (AE prospecting, SDR, Marketing, Channel, and Customer referrals).
• Ability to uncover customer pain points and present value-driven solutions.
• Expertise in executing a repeatable, high-quality sales process while ensuring data accuracy and consistency across accounts and opportunities.
• Proficiency in developing and presenting business cases that demonstrate high ROI across multiple dimensions to various stakeholders.
• Ability to extract, document, and organize key lessons and information about customers.
• A results-driven approach to closing and maximizing the annual recurring revenue of Enterprise accounts.
• Capability to guide internal stakeholders through their respective buying processes.
• Grit and the ability to thrive in an early-stage environment with limited resources.
• Strong understanding of leveraging cross-departmental support, including Sales Engineering, Marketing, SDRs, Product, and Customer Success.

Preferred Qualifications

• BS/BA degree or equivalent work experience is preferred.