Account Executive, SLED (KY, VA, WV)

Abnormal Security Corporation; United States; Remote; USD 130,000 - 160,000; Full time

Job summary

A leading cybersecurity company is seeking an Enterprise SLED Account Executive. This role involves selling innovative security solutions to State and Local Government and K-12 Education sectors. The ideal candidate will have a strong sales background, particularly within the cybersecurity field, and a proven track record of exceeding quotas. You will work remotely within your territory, actively prospecting and managing customer relationships to drive growth. Join a fast-paced, dynamic team dedicated to protecting organizations from modern threats.

Benefits

Flexible PTO

Generous Healthcare Coverage

Equity Options

Qualifications

• 4+ years of direct sales experience in complex sales.
• 2+ years selling cybersecurity solutions to CISOs.

Responsibilities

• Sell cybersecurity solutions to enterprise SLED customers.
• Manage the entire sales cycle from prospecting to closing deals.
• Collaborate with internal teams to drive customer success.

Skills

Sales

Cybersecurity

Prospecting

Collaboration

Job description

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: KY, WV, VA

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.

#LI-LB2

At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our Benefits & Perks page.

Base salary range:

$130,000 — $160,000 USD

As part of Abnormal AI's secure hiring practices, we conduct video interviews and validate applicant identity at various stages through our recruitment process. 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 committed to protecting your privacy. Please review our Abnormal AI Applicant Privacy Policy for full information about how Abnormal AI uses your personal information. By submitting an application you confirm that you have read and understand the Abnormal AI Applicant Privacy Policy .

About Abnormal AI

We're one of the world's fastest growing cybersecurity companies, on a mission to protect the modern workplace from the most pressing threats. Our AI-native technology was built from the ground up to tackle forward-looking security challenges, and our team works with bleeding-edge technology to keep our customers and their people safe as attacks grow ever more sophisticated.Our team is what makes us successful, which is why we're committed to a culture of learning, ownership, and high performance, where you'll have the opportunity to accelerate your growth and unlock excellence with the support of talented colleagues.

Taking care of our team goes beyond the office. Our compensation and benefits philosophy is designed to put attract, motivate, and retain top talent: Competitive Compensation We pay competitively to attract, reward, and retain top talent in the market

Equity is an important part of our total comp strategy

When the company does well, we all do well. Equity is an important and exciting part of our total compensation strategy as a pre-IPO startup. We’re guided by the belief our team members should share in the financial success of our company and grant equity accordingly.

Flexible PTO

All regular salaried team members enjoy flexible PTO. We want team members to grow with us, and a big part of that is making sure our team has the opportunity to rest and recharge. We also observe 12 paid holidays every year.

Generous Healthcare Coverage for You and Your Family

Taking care of our team goes beyond the office. In the US, we cover 100% of employee health care premium costs, and up to 100% for dependents, depending on the plan. Internationally, we offer similarly generous coverage, customized to each country in which we operate.

Fully Distributed Workforce

Operating as a globally-distributed, majority remote company means we get to work with talented folks, no matter where they live. We prioritize a balance of deep focus time with Zoom meetings, and regular in-person events.As a fast growing startup, we continuously review, improve, and personalize our benefits offerings based on the team’s input. Don’t see something that’s important to you? Let us know!

Our Interview Process

We value transparency at Abnormal, and our interview process is no exception.

Inclusion Matters

Abnormal is committed to creating a diverse work environment. All qualified applicants will receive consideration without regard to race, religion, gender, gender identity, sexual orientation, national origin, genetics, disability, age, or veteran status.

Privacy Policy

Learn more about Abnormal's Privacy Policy here .

We have been made aware that there are potential scammers posing as Abnormal AI recruiters. Please ensure that any communication you have with our recruitment team comes from an official Abnormal email domain. Your safety and privacy are important to us, and we will never request sensitive personal information outside of our secure application process. Thank you for helping us maintain a secure and trustworthy application experience. Should you encounter what you believe to be a scamming attempt at any time in your recruiting process, please let us know at [e-mail]