Account Executive, SLED (KY, VA, WV)

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

Job summary

Join a forward-thinking company as an Enterprise SLED Account Executive, where you'll leverage your sales expertise to drive growth in the cybersecurity sector. This role involves engaging with State and Local Government and K-12 Education accounts, utilizing your hunter mentality to exceed sales quotas and nurture client relationships. You'll collaborate with internal teams to influence product direction and ensure customer success. If you're passionate about cybersecurity and thrive in a dynamic environment, this opportunity offers a chance to make a significant impact while enjoying competitive compensation and benefits.

Benefits

Bonus opportunities

Restricted Stock Units (RSUs)

Comprehensive benefits package

Qualifications

• 4+ years of direct sales experience in SLED sectors.
• Proven track record of exceeding sales quotas in cybersecurity.

Responsibilities

• Sell cybersecurity solutions to enterprise SLED customers.
• Manage the entire sales cycle from prospecting to closing deals.

Skills

Sales Experience

Cybersecurity Knowledge

Pipeline Development

Customer Relationship Management

Presentation Skills

Business Case Development

Cross-Functional Collaboration

Resilience

CISO Engagement

Job description

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: 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.

At Abnormal Security, 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