Abnormal AI · 1 week ago
Mid Market Account Executive, SLED - Northeast
United States
Contract
Remote
Mid, Senior Level
$85K/yr - $100K/yr
4+ years expAbnormal AI is a company focused on security and software solutions, seeking a Mid Market Account Executive for their SLED division in the Northeast. The role involves recruiting and managing a sales team, developing account strategies, and building partnerships to drive new business and customer retention.
Artificial Intelligence (AI)Cyber SecurityEmailInformation TechnologyNetwork Security
Responsibilities
Recruit and hire a world class team of SLED sellers, on time and on budget
Clearly articulate, manage and enable 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 midmarket accounts within the designated territory
Own responsibility for the sales team in your defined territory with the goal to overachieve new annual recurring revenue quota for the region
Work with your team to focus on selling to SLED accounts from initial conversations through signing a contract and up-selling once they’re a customer
Recruit and hire a team that meets the projected productive capacity of the region while staying within budget. Build and maintain a bench of future candidate relationships to stay ahead of team changes
Lead a data-driven business that develops each Account Executive in the most critical areas to advance their skillset and NARR results
Maintain relationships with key region customers to ensure timely renewal and upsell opportunities
Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue
Qualification
Required
4+ years of SLED Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
2+ years leading a SLED 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 sales with multiple buying influences in new or emerging solution categories
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
Benefits
Bonus
Restricted stock units (RSUs)
Benefits
Company
Abnormal AI
Abnormal AI is the leading AI-native human behavior security platform.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$534MKey Investors
Wellington ManagementCrowdStrike Falcon FundInsight Partners
2024-08-06Series D· $250M
2023-03-29Series Unknown
2022-05-10Series C· $210M
Leadership Team
Evan Reiser
Founder & CEO
Sanjay Jeyakumar
CTO, Co-Founder, and Head of R&D
Recent News
Company data provided by crunchbase