Sled Enterprise Account Executive (northern California)

Abnormal AI · Vertical AI · United States · Remote · Public Sector

Enterprise Account Executive for Abnormal AI, focusing on SLED accounts in Northern California. Responsible for driving sales, prospecting, closing deals, and managing customer relationships to achieve revenue targets. Requires extensive enterprise sales experience, particularly in SLED and SaaS, with a strong track record of over-quota performance and complex sales negotiation.

What you'd actually do

Sell Abnormal AI solutions to SLED agencies with the goal to overachieve new annual recurring revenue quota
Work Enterprise Accounts from initial conversations through signing a contract and up-selling once they’re a customer.
Prospect and generate new business opportunities within Enterprise Accounts to supply enough pipeline for them to hit sales targets.
Work with Customer success to ensure a timely renewal and expansion sale opportunities
Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)

Skills

Required

8+ years of direct enterprise sales experience prospecting and closing SLED accounts
Proven track record of success closing new Account Logos, while also cross selling/ upselling and growing the existing customer account
Skill in negotiating with large organizations and closing complex sales.
Proven performer with consistent over quota performance and/or top 5% of sales org
Experience selling subscription software/SaaS to CISOs and security personnel
Success at a company that was early stage, underdog or was a new entrant with large competitors or similar
Disciplined approach to early pipeline development
Ability to prospect into large enterprise accounts
Ability to uncover/discover customer problems and pains
Ability to present and demonstrate value based on customer pain points
Ability to systematically execute a disciplined sales process
Ability to continually maintain data accuracy and consistency
Ability to develop and present a business case with high ROI
Ability to extract, document, and organize customer knowledge
Ability to close and maximize ARR
Ability to guide internal stakeholders through buying processes
Grit and ability to succeed in an early-stage environment with limited resources
Understanding of how to leverage other departments (Sales Engineering, Marketing, SDRs, Product, Customer Success)

Nice to have

BS/BA degree or equivalent work experience

What the JD emphasized

Critical to this role’s success is the following experience and skills
Demonstrated 8+ years of direct (vs. overlay) enterprise sales experience prospecting and closing SLED accounts
Proven track record of success closing new Account Logos, while also cross selling/ upselling and growing the existing customer account
Skill in negotiating with large organizations and closing complex sales.
Proven performer with consistent over quota performance and/or top 5% of sales org
Experience selling subscription software/SaaS to CISOs and security personnel
Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
Disciplined approach to early pipeline development.
Ability to uncover / discover customer problems pains
Ability to present and demonstrate value based on customer pain points.
Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
Ability to continually maintain data accuracy and consistency for all accounts & opportunities.
Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
Ability to extract, document and organize lessons, knowledge and information about customers
Ability to close and maximize the ARR of Enterprise accounts.
Ability to guide internal stakeholders through their own internal buying processes
Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
Good understanding of how to leverage other departments including Sales Engineering, Marketing, SDRs, Product and Customer Success.

Read full job description

About the Role

Nothing Exceptional Was Ever Normal. We’re the world’s fastest-growing cybersecurity company dedicated to making the cloud a safer place for business and our Enterprise SLED team is critical to continued success. As an Enterprise SLED Account Executive you are the spearhead of Abnormal AI relationships in SLED accounts across Northern California. You are responsible for all transactions within these accounts and help quarterback the sales ecosystem to support the customer’s success. Critical to this role’s success is the following experience and skills:

About You

Demonstrated 8+ years of direct (vs. overlay) enterprise sales experience prospecting and closing SLED accounts
Proven track record of success closing new Account Logos, while also cross selling/ upselling and growing the existing customer account
Skill in negotiating with large organizations and closing complex sales.
Proven performer with consistent over quota performance and/or top 5% of sales org
Conversant in key areas such as security, email, cloud, AI, etc.
Experience selling subscription software/SaaS to CISOs and security personnel
Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
BS/BA degree or equivalent work experience preferred

In this job, you will bring these skills

Disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into the region's largest enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals.
Ability to uncover / discover customer problems pains
Ability to present and demonstrate value based on customer pain points.
Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
Ability to continually maintain data accuracy and consistency for all accounts & opportunities.
Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
Ability to extract, document and organize lessons, knowledge and information about customers
Ability to close and maximize the ARR of Enterprise accounts. Ability to guide internal stakeholders through their own internal buying processes
Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
Good understanding of how to leverage other departments including Sales Engineering, Marketing, SDRs, Product and Customer Success.

Role Responsibilities

Sell Abnormal AI solutions to SLED agencies with the goal to overachieve new annual recurring revenue quota
Work Enterprise Accounts from initial conversations through signing a contract and up-selling once they’re a customer.
Prospect and generate new business opportunities within Enterprise Accounts to supply enough pipeline for them to hit sales targets.
Work with Customer success to ensure a timely renewal and expansion sale opportunities
Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)
Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.
Candidate must live in territory (Northern California).

#LI-AK1

Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Base salary range:

$144,500—$170,000 USD

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please _click here_. If you would like more information on your EEO rights under the law, please click here.