Account Executive, SLED

This is a fully remote position, open to applicants in United States.

📋 Description

• Promote Abnormal AI's behavioral AI security solutions to major Enterprise SLED agencies, aiming to surpass new annual recurring revenue targets.

• Manage the complete sales process from initial discussions to technical assessments, contract finalization, and post-sale upselling.

• Identify and cultivate new business opportunities to ensure a robust sales pipeline above established targets.

• Offer solutions that include email security, identity management, AI security, and insider threat mitigation.

• Collaborate with the Customer Success team to ensure timely renewals and uncover opportunities for expansion.

• Keep precise records of the sales pipeline and account information in Salesforce, Highspot, and Close Plan.

• Serve as a customer advocate internally, working closely with Sales Engineering, Product, and Marketing teams to expedite revenue generation.

⛳️ Requirements

• Preference for candidates located in the NorCal area.

• Over 8 years of direct enterprise sales experience focusing on prospecting and closing large, intricate SLED accounts.

• Demonstrated success in securing new account logos and expanding existing accounts through cross-selling and upselling.

• Excellent negotiation abilities suited for large organizations and complex, multi-stakeholder sales processes.

• Consistent performance exceeding sales quotas, ideally within the top 5% of the sales team.

• Technical proficiency in areas such as security, email, cloud computing, and AI.

• Experience in cybersecurity or related SaaS sales, specifically selling subscription software to CISOs and security professionals.

• Proven ability to excel in an early-stage, underdog, or resource-limited environment.

• Capability to sell within a rapidly growing company and adapt to an evolving product lineup.

• Understanding of state, local, and education (SLED) public-sector sales landscapes.

• Familiarity with Salesforce, Highspot, and Close Plan.

🏝️ Benefits

• Incentive or bonus compensation.

• Equity options.

• Comprehensive benefits package.