Enterprise SLED Cybersecurity AE - Sacramento Area

Abnormal AI, Inc.; United States; On-site; USD 157,000 - 185,000; Full time

Job summary

Abnormal AI, Inc. is seeking an Enterprise Account Executive to lead cybersecurity solutions sales to large State, Local, and Education agencies. The ideal candidate is local to the Sacramento area and has a proven hunter pedigree in public sector environments.

You will drive end-to-end deal cycles, collaborate with Sales Engineering, Marketing, and Customer Success, and work within a growing product suite that now includes identity, AI security, and insider threat offerings.

Qualifications

• 8+ years of direct enterprise SLED sales experience prospecting and closing large, complex accounts.
• Proven track record of closing new logos and growing existing accounts in California.
• Strong negotiation skills against large organizations and multi-stakeholder cycles.
• Top 5% of sales org with consistent over-quota performance.
• Technical fluency across security, email, cloud, and AI for executive conversations.
• Cybersecurity or security-adjacent SaaS sales to CISOs and security teams.
• Builder's mindset, thrived in early-stage environments with limited resources.
• Comfort selling as the company grows and expands product lines.

Responsibilities

• Sell Abnormal AI solutions to large Enterprise SLED agencies and overachieve new ARR quota.
• Run the full deal cycle from initial conversation through contract and upsell discussions.
• Prospect and build new business opportunities to keep pipeline ahead of target.
• Sell a platform expanding to identity, AI security, and insider threat.
• Partner with Customer Success to protect renewals and surface expansion opportunities.
• Maintain accurate pipeline data across Salesforce, Highspot, and Close Plan.
• Advocate for customers inside Abnormal, coordinating with Sales Engineering, Product, and Marketing.

Skills

SLED sales

Enterprise sales

Pipeline development

Negotiation

Cross-sell & upsell

Security software knowledge

Public sector experience

Growth mindset

Job description

Abnormal AI, Inc. is seeking an Enterprise Account Executive to lead cybersecurity solutions sales to large State, Local, and Education agencies. The ideal candidate is local to the Sacramento area and has a proven hunter pedigree in public sector environments.

You will drive end-to-end deal cycles, collaborate with Sales Engineering, Marketing, and Customer Success, and work within a growing product suite that now includes identity, AI security, and insider threat offerings.