SLED Enterprise Account Executive (Southern California)

1 month ago
Full-time
Lead
Sales and Business Development
Abnormal AI

Abnormal AI

Abnormal AI provides advanced email security solutions designed to block malicious email attacks, including credential phishing, business email compromise, and account takeover.

Internet Software & Services
Founded 2018

Description

  • Sell Abnormal AI solutions to SLED agencies with the goal of exceeding new annual recurring revenue (ARR) quota.
  • Own Enterprise SLED accounts across Southern California from initial prospecting through contract signing and post-sale expansion/up-sell.
  • Prospect and generate new business opportunities within enterprise accounts to build and sustain a robust pipeline.
  • Collaborate with Customer Success to ensure timely renewals and identify expansion opportunities.
  • Maintain accurate sales data and documentation across systems (Salesforce, Highspot, Close Plan).
  • Act as the voice of the customer with Sales Engineering/POV, Product, and Marketing to prioritize work that closes revenue.
  • Develop and present business cases demonstrating high ROI to multiple stakeholders to drive purchase decisions.
  • Execute a disciplined, repeatable sales process in parallel across multiple accounts while preserving quality.
  • Extract, document, and organize customer insights, lessons learned, and account knowledge for internal use.

Requirements

  • 8+ years of direct enterprise sales experience prospecting and closing SLED accounts.
  • Proven track record of closing new account logos and growing existing accounts via cross-sell and upsell.
  • Experience negotiating with large organizations and closing complex sales.
  • Consistent over-quota performance and/or top 5% performer in prior sales organizations.
  • Experience selling subscription software/SaaS to CISOs and security stakeholders; conversant in security, email, cloud, and AI.
  • Success in early-stage or underdog companies, including building territory with limited resources (channel, tech partners, initial customer wins).
  • Ability to develop and present high-ROI business cases and to guide internal stakeholders through customer buying processes.
  • Disciplined approach to pipeline development and the ability to leverage AE prospecting, SDRs, Marketing, Channel, and customer referrals.
  • Demonstrated data hygiene and use of sales tools (Salesforce, Highspot, Close Plan).
  • BS/BA degree or equivalent work experience preferred; must reside in the Southern California territory.

Benefits

  • Base salary range: $136,000—$160,000 USD.
  • Certain roles are eligible for a performance bonus.
  • Certain roles are eligible for restricted stock units (RSUs)/equity.
  • Company benefits package (individual compensation and benefits are based on candidate skills, experience, and qualifications).

Interested in this position?

Apply directly on the company website

Apply Now

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