About the Role
Abnormal Security is looking for an Enterprise SLED Account Executive to join our team. In this role, you will sell Abnormal Security Solutions to State/Local Government & K-12 Education (SLED) accounts (>2k mailbox organizations) in your defined territory. The ideal candidate will bring a hunter mentality, a passion for cybersecurity, and proven team-selling experience.
Location: Work from home in the defined territory
About You
- Sell Abnormal Security solutions to enterprise SLED customers in your territory.
- Consistently exceed new annual recurring revenue quota and drive growth through effective sales strategies and execution.
- Actively prospect for new opportunities and nurture existing leads to build a robust pipeline.
- Manage the entire sales cycle, from prospecting and generating new business to closing deals and expanding customer relationships.
- Collaborate with Customer Success to ensure timely renewals and identify up-sell opportunities to drive continued growth.
- Serve as the voice of your customers, working closely with Sales Engineering, Product, and Marketing teams to influence internal priorities and support your pipeline.
- Drive engagement across key decision-makers in the organization to ensure strong positioning of Abnormal's value.
Must Haves
- 4+ years of direct sales experience prospecting and closing complex sales with
- State/Local Government and K-12 organizations in-region
- 2+ years of experience working for top companies selling cybersecurity solutions to CISOs and security personnel
- Proven track record of exceeding sales quotas, driving revenue growth, and acquiring new logos.
- Experience selling in a defined region, within cybersecurity with CISO references
- Demonstrated ability to stay in previous companies for 3 years or more (with one exception allowed)
- You reside in one of the following states: KS, IA, NE, MO, IL
Key Qualifications
- Top Performer: Stack ranking in the top 5% of sales org
- Hunter Mentality: A disciplined approach to pipeline development and demonstrated success prospecting into enterprise SLED accounts. Comfortable and have demonstrated the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals.
- Strong Qualifier: Ability to effectively uncover customer pain points and identify solutions that align with their needs.
- Skilled Presenter: Experience presenting value-based solutions that address customer challenges and demonstrate ROI to multiple stakeholders.
- Disciplined Process: Ability to execute a structured, repeatable sales process and balance multiple opportunities without sacrificing quality.
- Business Case Development: Ability to build and present business cases that resonate with decision-makers and stakeholders.
- Cross-Functional Collaboration: Ability to work closely with internal teams (Sales Engineering, Marketing, Product, Customer Success) to move deals forward.
- Resilience & Grit: You thrive in a fast-paced, early-stage environment and succeed even with limited resources compared to larger organizations.
- Cultural Fit: Embody our core values (VOICE) – Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence.
Nice To Haves
- 2+ years of experience in cybersecurity sales.
- Experience with MEDDIC, MEDDPICC, or Command of the Sale sales methodologies.
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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.
