Account Executive, SLED (Sacramento only)

The role

This person will sell behavioral AI security solutions to large State, Local, and Education agencies. They will manage the full deal cycle, prospect for new business, and partner with internal teams to drive revenue.

What you will do

• Sell Abnormal AI solutions to large Enterprise SLED agencies to overachieve new annual recurring revenue quota.
• Run the full deal cycle from first conversation to contract signature and subsequent upsell conversations.
• Prospect and build new business opportunities to maintain pipeline.
• Partner with Customer Success to protect renewals and surface expansion opportunities.
• Maintain accurate data across Salesforce, Highspot, and Close Plan.
• Act as the customer's advocate inside Abnormal by working with Sales Engineering, Product, and Marketing.

Required qualifications

• 8+ years of direct enterprise sales experience prospecting and closing large, complex SLED accounts.
• Proven track record of closing new account logos and growing existing accounts within the State of California.
• Negotiation skill for large organizations and complex, multi-stakeholder sales cycles.
• Consistent over-quota performance, ideally top 5% of sales org.
• Technical fluency across security, email, cloud, and AI.
• Cybersecurity or security-adjacent SaaS sales experience selling subscription software to CISOs and security personnel.
• Experience in early-stage environments.
• Local to the Sacramento area.

Benefits

• Bonus or incentive compensation
• Equity
• Comprehensive benefits package

Before you apply

• Successful application requires completion of pre-employment checks to progress to a final offer.

About the company

Abnormal AI is a company protecting more than 5,000 customers including 30% of the Fortune 500. They provide a platform covering email security, identity, AI security, and insider threat.