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Abnormal AI · 1 day ago

Regional Sales Director, Mid-Atlantic

United States

Full-time

Remote

Director/Executive

$189K/yr - $222K/yr

10+ years exp

Abnormal AI is a company focused on innovative security solutions, seeking a Regional Sales Director for the Mid-Atlantic region. The role involves leading a high-performing sales team, driving revenue growth, and establishing strong relationships with customers and partners.

Artificial Intelligence (AI)Cyber SecurityEmailInformation TechnologyNetwork Security

Responsibilities

Recruit and hire exceptional enterprise sellers;on time, within budget, and with a focus on long-term culture fit and performance

Lead, coach, and develop the team to hit key productivity metrics and accelerate toward quota attainment

Establish a disciplined approach to pipeline generation across multiple channels: self-direct outbound, marketing campaigns, sales development, and channel & eco-system partnerships to accelerate new business

Drive consistent deal execution and forecast accuracy through deep pipeline inspection, active deal coaching, and data-driven forecasting

Partner closely with Sales Engineering to deliver impactful product demonstrations and a repeatable technology validation / proof-of-value program

Develop strategic territory and account plans in partnership with your team to drive long-term customer value, high renewal rate, revenue expansion & customer referrals

Build strong executive relationships with customers and prospects across the region to drive high retention, upsell, and advocacy

Deliver accurate weekly, monthly, and quarterly revenue forecasts to executive leadership through rigorous pipeline management, disciplined deal inspection, and a consistent forecasting methodology

Skilled at building and expanding channel partnerships that accelerate pipeline creation and scale regional go-to-market efforts

Lead Quarterly Business Reviews to assess sales productivity, execution against plan, and progress toward strategic objectives, while identifying opportunities to pivot where necessary to ensure alignment and goal attainment

Identify, engage, and close high-impact opportunities by building trusted relationships with executive stakeholders (CISO, CIO, CTO) across enterprise accounts in the region

A builder's mindset: You don’t wait for things to be perfect—you create structure, processes, and culture where they don’t yet exist. #velocity

You know that talent defines outcomes. You’re intentional about hiring, committed to coaching, and fully accountable for delivering (exceeding) the region’s revenue

A commitment to fostering a culture of accountability, teamwork, and execution. Knowing high standards and mutual support go hand in hand

An understanding that data and process are levers to scale performance, not roadblocks to success

Great leadership means obsessing over the fundamentals: recruiting world-class talent, ramping with speed and effectiveness, retaining top performers, and delivering results. Recruit. Ramp. Retain. Revenue

Partner with your team to drive full-cycle sales within enterprise accounts (3,000+ mailboxes)—from initial engagement through contract close and post-sale expansion

Drive consistent deal execution and forecast accuracy through deep pipeline inspection, active deal coaching, and data-driven forecasting

Maintain relationships with key region customers to ensure timely renewal and upsell opportunities

Serve as the voice of the customer and prospect across internal teams: Sales Engineering, POV, Product, and Marketing to ensure priorities are aligned and focused on customer satisfaction & accelerating revenue

Qualification

Enterprise sales experienceLeading sales teamsConsultative selling methodologiesPipeline generationBuilding executive relationshipsCoachingDeveloping teamsData-driven forecastingPresentation skills

Required

10+ years of enterprise sales experience with a demonstrated track record of exceeding quota in security, networking, and/or software solution environments

3+ years leading high-performing sales teams responsible for acquiring new logos and driving expansion across existing customers

Proven ability to lead teams through the entire sales cycle, from top of funnel pipeline generation, conversion to deal closure. Delivering measurable revenue growth

Self-motivated, results-driven, and personally accountable for consistently exceeding targets and raising performance standards

Demonstrated success closing complex enterprise deals involving multiple stakeholders, particularly in emerging or disruptive technology categories

Track record of closing high-value enterprise transactions ($200K–$1M+) involving cross-functional decision-makers and executive-level buy-in

Hands-on experience building and scaling high-performing teams within fast-paced, rapidly changing environments

Skilled at developing and sustaining trusted relationships with executives across customer and partner organizations

Strong presentation and communications skills, competent translating technical features into business value

Strong experience in value-based, consultative selling methodologies including Force Management, Challenger, and MEDDIC frameworks

Executive-level presence with outstanding verbal, written, and presentation skills

High comfort operating in a fast-paced, metrics-driven environment where change is constant

Recruit and hire exceptional enterprise sellers; on time, within budget, and with a focus on long-term culture fit and performance