Abnormal AI is seeking a Regional Sales Director to lead and scale our Channel Sales team across the western region. This role is central to driving partner-led revenue growth, new logo acquisition, and channel-sourced pipeline through a high-performing team of channel-focused sellers. As part of a highly collaborative and results-driven organization, you will recruit world-class talent, build and execute regional channel strategies, and cultivate executive-level relationships across our partner ecosystem—spanning national, regional, and MSSP channels. You'll work cross-functionally with channel management, sales engineering, marketing, and field sales to align go-to-market motions, enable partners at scale, and accelerate joint selling efforts. Your ability to lead with a channel-first mindset - coaching sellers on partner dynamics, deal registration, co-sell execution, and partner enablement - will be essential as you represent Abnormal's value in a competitive and rapidly evolving market.
What you will do- Recruit and hire a world-class team of channel-focused sellers, on time and on budget, while maintaining a bench of future candidate relationships to stay ahead of team changes.
- Clearly articulate, manage, and enable sellers to hit all key productivity metrics - including partner-sourced pipeline, partner-influenced bookings, and new logo acquisition through the channel.
- Instill a disciplined approach to channel pipeline generation by leveraging partner relationships, field sales alignment, channel marketing, and sales development resources to accelerate new business.
- Develop an overall channel account strategy for the region, resulting in strong co-sell execution, collaborative team selling, and measurable partner-driven outcomes.
- Partner closely with Sales Engineering to equip channel teams with outstanding product demonstrations and a repeatable technology validation and proof-of-concept program for partner-led opportunities.
- Build and strengthen relationships with key channel partners - including national partners, regional VARs, and MSSPs - focused on mutual growth, enablement, and joint go-to-market execution.
- Effectively forecast monthly and quarterly channel revenue to executive leadership through disciplined deal inspection, deal registration oversight, and forecast methodology.
- Develop strategic relationships with existing channel partners and drive recruitment of new high-impact partners to expand the regional ecosystem.
- Facilitate Quarterly Business Reviews with top partners and internal stakeholders to measure channel productivity, plan execution, and progress against strategic objectives.
- Identify, cultivate, and close new enterprise business at executive levels (CISO/CIO/CTO) through and with channel partners in the designated territory.
- Own revenue responsibility for channel-sourced and channel-influenced new annual recurring revenue in your defined territory, with a clear mandate to overachieve quota.
- Serve as a voice for the partner and customer with internal teams - including Channel Management, Sales Engineering, Product, and Marketing - to ensure appropriate prioritization and support to close more revenue through the channel.
- 5+ years of sales experience with a demonstrated track record of success exceeding quotas selling security, networking, and/or software solutions through or with channel partners.
- 3+ years leading a channel sales team focused on growing new business and new logos via partner-led and co-sell motions.
- Strong hunter mentality with direct experience managing teams responsible for building partner pipelines, sourcing new demand through the channel, and acquiring net-new customers.
- Proven ability to hold yourself and your team accountable to consistent over-achievement in a channel-driven sales environment.
- Successful experience closing complex sales with multiple buying influences - including partner and end-customer stakeholders - in new or emerging solution categories.
- Deep understanding of channel partner dynamics, including VAR, MSSP, national partner, and distribution models, with experience managing executive-level partner relationships.
- Strong communication and presentation skills; able to clearly convey complex value propositions to a range of audiences including partner executives, technical staff, and end-customer C-suite.
- Familiarity with consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.) as applied in channel and co-sell environments.
- Demonstrated ability to work cross-functionally with channel management, sales engineering, marketing, and customer success to drive aligned, partner-first go-to-market execution.
- Comfortable operating in a fast-paced, high-growth environment with the organizational skills to manage competing priorities across a distributed partner ecosystem.
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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.
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.
Skills Required
- 5+ years of sales experience
- 3+ years leading a channel sales team
- Strong hunter mentality with direct experience managing teams
- Proven ability to hold teams accountable in a channel-driven sales environment
- Successful experience closing complex sales with multiple buying influences
- Deep understanding of channel partner dynamics
- Strong communication and presentation skills
- Familiarity with consultative, value-based sales methodologies
- Demonstrated ability to work cross-functionally
- Comfortable operating in a fast-paced, high-growth environment
Abnormal Security Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Abnormal Security and has not been reviewed or approved by Abnormal Security.
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Fair & Transparent Compensation — Pay is considered aggressively benchmarked to leading tech markets with annual reviews, and feedback suggests engineering and sales roles are compensated competitively with strong upside potential.
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Healthcare Strength — Health coverage is portrayed as robust, including employer-paid premiums for employees in prior postings, One Medical access, and globally designed healthcare and parental leave.
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Leave & Time Off Breadth — Time off provisions include flexible/unlimited PTO, company holidays, and paid parental leave that the company positions as globally available.
Abnormal Security Insights
What We Do
The Abnormal Security platform protects enterprises from targeted email attacks. Abnormal Behavior Technology (ABX) models the identity of both employees and external senders, profiles relationships and analyzes email content to stop attacks that lead to account takeover, financial damage and organizational mistrust. Though one-click, API-based Office 365 and G Suite integration, Abnormal sets up in minutes and does not disrupt email flow. Abnormal Security was founded in 2018 by CEO Evan Reiser, CTO Sanjay Jeyakumar, Head of Machine Learning Jeshua Bratman, and Founding Engineers Abhijit Bagri and Dmitry Chechik. The team previously built behavioral profiling and machine learning technologies at Twitter, Google and Pinterest that are being applied to solve a problem that costs organizations $1 billion per year, according to the FBI. The Abnormal Security platform stops targeted phishing, business email compromise and account takeover attacks that have never been seen before.
