Remote Area VP, West/South Central — Enterprise Sales

Abnormal AI; United States; Remote; USD 234,000 - 275,000; Full time

Benefits offered by this job

Bonus or incentive compensation

Equity

Benefits package

Job summary

Abnormal AI is seeking an Area Vice President, West/South Central with remote work options for the USA. You will lead enterprise sales across a defined territory, managing frontline leaders and driving revenue growth beyond quota in a rapidly expanding cybersecurity portfolio.

You will recruit, coach, and scale a high-performing team, set productivity metrics, and own the end-to-end deal cycle from first conversation to upsell, including engaging with CISOs and CIOs to close large, complex deals.

Qualifications

• 10+ years of Enterprise Sales experience with a demonstrated track record of exceeding quota selling security, networking, and/or software solutions.
• 5+ years leading a sales team focused on new business and new logo growth, including 2+ years of second-line leadership experience managing frontline sales managers, not individual contributors directly.
• Proven ability to lead and develop other leaders: coaching managers on pipeline discipline, performance management, and their own team-building, with a track record of promoting from within.
• Experience owning strategic planning and execution across a multi-team or multi-region area, including territory design, headcount and capacity planning, and resource allocation to hit an area-level revenue target.
• A genuine hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline.
• A track record to back it up: consistent, sustained over-achievement, not a single good year.
• Success closing complex Enterprise sales with multiple buying influences, ideally in new or emerging solution categories.
• Experience managing and closing deals of $200K+, along with high-value transactions above $1M+.
• A demonstrated ability to build strong relationships with partners and customers at the executive level.
• Strong presentation and communication skills, with the ability to translate technical features into business value.
• Fluency in consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.).
• Comfort operating in a fast-paced, still-scaling environment where the playbook is being written as you go.

Responsibilities

• Work with your leaders and their teams to run the full deal cycle on named enterprise accounts (>3k mailbox organizations): first conversation, contract signature, and the upsell conversations that follow once they're a customer.
• Recruit and hire a world-class team of enterprise sellers and leaders, on time and on budget, meeting the area's projected productive capacity and building a bench of future candidate relationships so you're never caught flat-footed by team changes.
• Set clear productivity metrics and growth milestones for your leaders and sellers, and enable them to consistently hit them.
• Instill a disciplined approach to pipeline generation, activating every resource available: field sales, marketing, channel partners, and sales development, to accelerate new business.
• Build the sales execution strategy for your area and drive the execution and collaborative team selling that brings it to life.
• Lead a data-driven business that develops each Leader and Account Executive in the areas that matter most for their skillset and their NARR results.
• Partner closely with Sales Engineering Leadership to deliver outstanding product demonstrations and a repeatable proof-of-concept program, especially as our platform expands beyond email into identity, AI security, and insider threat.
• Maintain and deepen relationships with key customers around value realization and retention: high renewal rates, fast upsell expansion, and strong referrals.
• Forecast monthly and quarterly revenue to executive leadership through disciplined deal inspection and a consistent forecast methodology.
• Grow strategic relationships with existing channel partners while developing new ones.
• Run Quarterly Business Reviews that give a clear read on sales productivity, plan execution, and progress against strategic objectives.
• Be the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing to get the right things prioritized so more revenue closes.
• Identify, cultivate, and close new business at the executive level (CISO/CIO/CTO) in enterprise accounts across your designated territory.

Job description

Abnormal AI is seeking an Area Vice President, West/South Central with remote work options for the USA. You will lead enterprise sales across a defined territory, managing frontline leaders and driving revenue growth beyond quota in a rapidly expanding cybersecurity portfolio.

You will recruit, coach, and scale a high-performing team, set productivity metrics, and own the end-to-end deal cycle from first conversation to upsell, including engaging with CISOs and CIOs to close large, complex deals.