About the Role
Cybercrime doesn't wait for anyone to catch up to it, and neither do we. Abnormal AI is seeking a Regional Sales Director to lead our Enterprise West SLED team, owning the strategy and execution for Abnormal's largest and most complex State, Local, and Education accounts across the western region. You'll lead a high-performing team of Enterprise SLED Account Executives, setting the vision, driving execution, and enabling the team to win through disciplined process, collaboration, and strong go-to-market alignment.
You'll be leading this team during 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 team has more surface area to sell, more room to build, and more impact to make than they would leading a region at a mature market leader.
What You Will Do
- Own responsibility for the Enterprise West SLED sales team, with a mandate to overachieve new annual recurring revenue quota for the region, not just hit it.
- Recruit and hire a world-class team of Enterprise SLED sellers, on time and on budget, building the bench that carries the region forward and staying ahead of team changes.
- Set clear productivity metrics and growth milestones for your sellers, and coach the team 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 across large, complex SLED agencies.
- Build the account strategy for your region and drive the execution and team selling that brings it to life, from initial conversations through contract signature and upselling once an agency is a customer.
- Partner closely with Sales Engineering 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.
- Lead a data-driven business that develops each Account Executive in the areas that matter most for their skillset and their NARR results.
- Deepen relationships with existing 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, including those with deep roots in public sector procurement.
- Run Quarterly Business Reviews that give a clear read on sales productivity, plan execution, and progress against strategic objectives.
- Identify, cultivate, and close new business at the executive level (CISO/CIO/CTO and agency leadership) in large Enterprise SLED accounts across your region.
Must Haves
- 8+ years of Enterprise SLED sales experience with a demonstrated track record of exceeding quota selling security, networking, and/or software solutions into public sector agencies.
- 3+ years leading an Enterprise SLED sales team focused on new business and new logo growth.
- A genuine hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline in large, complex public sector agencies.
- A track record to back it up: consistent, sustained over-achievement, not a single good year.
- Success closing complex sales with multiple buying influences, including procurement and RFP processes, 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, including agency and public sector leadership.
- Strong presentation and communication skills, with the ability to translate technical features into business value for public sector stakeholders.
- 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-LB2
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.