Regional Sales Director US SLED - West

Abnormal Security Corp.; United States; Remote; USD 189,000 - 223,000; Full time

Job summary

A leading cybersecurity company is looking for a Sales Team Leader to recruit, develop, and manage a successful team of sales professionals. The ideal candidate will possess extensive experience in SLED sales and lead strategic initiatives to drive revenue growth. With a focus on collaborative selling and customer engagement, this role requires exceptional communication and leadership skills to cultivate an executing sales culture.

Benefits

Bonus and RSUs

Flexible PTO

100% healthcare coverage for employees

International coverage for dependents

Qualifications

• 5+ years in SLED Sales with a proven track record.
• Strong hunter mentality with team management experience.
• Experience in complex sales environments.

Responsibilities

• Recruit and manage a sales team focused on exceeding quotas.
• Develop account strategy for strong execution in sales.
• Facilitate Business Reviews to measure productivity.

Skills

Sales Leadership

Communication

Consultative Selling

Pipeline Generation

Presentation Skills

Job description

• 5+ years of SLED Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.
• 3+ years leading a 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.

What You Will Do:

• 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 enterprise accounts within the designated territory.

Role Responsibilities and Deliverables:

• 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.

#LI-TY1

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:

$189,100 — $222,500 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]