Abnormal AI is seeking a seasoned sales leader to oversee and grow a team within our Enterprise Sales organization. You will be responsible for building and leading a high-performing team of Enterprise sellers focused on landing and expanding strategic accounts. You will serve as the regional sales leader, setting the vision, driving execution, and enabling your team to succeed through disciplined process, collaboration, and strong go-to-market alignment.
The ideal candidate for this role will be located in the Bay Area and bring the following skillset:
- Team builder and talent magnet with a track record of hiring, onboarding, and developing high-performing enterprise sellers on time and within budget.
- Metrics-driven leader skilled at defining, tracking, and managing seller productivity KPIs and aligning them with revenue milestones.
- Pipeline architect experienced in building robust pipelines by activating all demand channels: AE prospecting, SDRs, marketing, partners, and customer advocates.
- Strategic seller who partners with sellers on account planning, opportunity strategy, and C-level engagement to drive consistent execution across the region.
- Pre-sales collaborator adept at working with Sales Engineering to deliver tailored, compelling demos and scalable proof-of-concept processes.
- Customer expansion champion focused on delivering value realization, retention, and upsell growth through trusted executive relationships.
- Forecasting expert with a disciplined, methodical approach to pipeline inspection and forecasting — grounded in frameworks like MEDDICC.
- Channel strategist who knows how to build, activate, and grow partnerships to complement direct sales and expand market reach.
- Performance optimizer who runs crisp, actionable QBRs to evaluate sales performance, measure progress, and drive continuous improvement.
- Hands-on closer with the ability to engage and close complex enterprise deals at the CISO/CIO/CTO level, leading from the front when needed.
- Recruit and hire a world class team of enterprise sellers, on time and on budget
- Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth
- Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.
- Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.
- Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program.
- Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.
- Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
- Develop strategic relationships with existing channel partners and the development of new channel partners.
- Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.
- Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory.
- 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
- 3+ years leading a sales team focused on growing new business and new logos
- Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
- A winner, someone who holds themselves accountable to consistent over-achievement
- Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories.
- Experience managing and closing deals of $200K+ as well high value transactions above $1m+
- Experience establishing and fostering strong relationships with potential partners and customers at executive levels
- Strong presentation and communications skills, competent translating technical features into business value
- Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
- Outstanding verbal, written, and presentation skills
- Comfortable working in a highly fast-paced environment
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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.
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.
Skills Required
- 10+ years of enterprise sales experience with a track record of exceeding quotas selling security, networking, and/or software solutions
- 3+ years leading a sales team focused on new business and new-logo growth
- Experience managing teams responsible for new demand, customer acquisition, and pipeline sourcing
- Experience closing complex enterprise sales involving multiple buying influences
- Experience managing and closing deals of $200,000+ and transactions above $1 million
- Experience building executive-level relationships with partners and customers
- Strong presentation, communication, verbal, and written skills
- Ability to translate technical features into business value
- Experience with consultative, value-based sales methodologies such as Force Management, Challenger Sale, or MEDDIC
- Ability to work effectively in a fast-paced 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.
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