Job Description
About the Role
Cybercrime doesn't wait for anyone to catch up to it, and neither do we. As a second-line sales leader reporting to the VP of Enterprise Sales, you'll own the sales teams across your defined area, overseeing multiple frontline Sales Leaders and their teams, with a mandate to overachieve new annual recurring revenue quota for the region, not just meet it.
You'll be leading through one of the more exciting stretches in the company's history: we're growing 40%+ year over year, protecting more than 4,500 customers including over 25% of the Fortune 500, and expanding fast from email into identity, AI security, and insider threat. That means your teams have more surface area to sell, more room to build, and more impact to make than they would leading an area at a mature market leader.
What You Will Do
Work with your leaders and their teams to run the full deal cycle on named enterprise accounts (>3k mailbox organizations): first conversation, contract signature, and the upsell conversations that follow once they're a customer.
Recruit and hire a world-class team of enterprise sellers and leaders, on time and on budget, meeting the area's projected productive capacity and building a bench of future candidate relationships so you're never caught flat-footed by team changes.
Set clear productivity metrics and growth milestones for your leaders and sellers, and enable them to consistently hit them.
Instill a disciplined approach to pipeline generation, activating every resource available: field sales, marketing, channel partners, and sales development, to accelerate new business.
Build the sales execution strategy for your area and drive the execution and collaborative team selling that brings it to life.
Lead a data-driven business that develops each Leader and Account Executive in the areas that matter most for their skillset and their NARR results.
Partner closely with Sales Engineering Leadership to deliver outstanding product demonstrations and a repeatable proof-of-concept program, especially as our platform expands beyond email into identity, AI security, and insider threat.
Maintain and deepen relationships with key customers around value realization and retention: high renewal rates, fast upsell expansion, and strong referrals.
Forecast monthly and quarterly revenue to executive leadership through disciplined deal inspection and a consistent forecast methodology.
Grow strategic relationships with existing channel partners while developing new ones.
Run Quarterly Business Reviews that give a clear read on sales productivity, plan execution, and progress against strategic objectives.
Be the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing to get the right things prioritized so more revenue closes.
Identify, cultivate, and close new business at the executive level (CISO/CIO/CTO) in enterprise accounts across your designated territory.
Must Haves
10+ years of Enterprise Sales experience with a demonstrated track record of exceeding quota selling security, networking, and/or software solutions.
5+ years leading a sales team focused on new business and new logo growth, including 2+ years of second-line leadership experience managing frontline sales managers, not individual contributors directly.
Proven ability to lead and develop other leaders: coaching managers on pipeline discipline, performance management, and their own team-building, with a track record of promoting from within.
Experience owning strategic planning and execution across a multi-team or multi-region area, including territory design, headcount and capacity planning, and resource allocation to hit an area-level revenue target.
A genuine hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline.
A track record to back it up: consistent, sustained over-achievement, not a single good year.
Success closing complex Enterprise sales with multiple buying influences, ideally in new or emerging solution categories.
Experience managing and closing deals of $200K+, along with high-value transactions above $1M+.
A demonstrated ability to build strong relationships with partners and customers at the executive level.
Strong presentation and communication skills, with the ability to translate technical features into business value.
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.
#LI-ML2
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:
$233,750—$275,000 USD
A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
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.