Remote Enterprise Cybersecurity AE - SLED Agencies

Abnormal; United States; Remote; USD 157,000 - 185,000; Full time

Job summary

Abnormal AI is seeking an Enterprise Account Executive to lead the SLED territory, selling behavioral AI security solutions into large State, Local, and Education agencies across the United States. You will own the full sales cycle from discovery to close, collaborating with Sales Engineering, Marketing, and Customer Success to maximize value for agencies.

The ideal candidate has 8+ years in enterprise SLED sales, a proven track record of closing large accounts, and strong negotiation skills.

Qualifications

• 8+ years of direct enterprise sales in SLED closing large, complex accounts.
• Proven track record of closing new logos and growing existing accounts in California.
• Strong negotiation skills against multi-stakeholder environments.
• Consistent over-quota performance in enterprise sales roles.
• Technical fluency across security, cloud, and AI domains.
• Experience selling cybersecurity/SaaS to CISOs and security teams.
• Builder mindset with success in early-stage, resource-constrained settings.
• Willingness to grow with a fast-moving, growing company expanding from email to identity/AI security.

Responsibilities

• Sell Abnormal AI solutions to large Enterprise SLED agencies and exceed annual recurring revenue targets.
• Run full deal cycle from first conversation through contract and upsell conversations.
• Prospect and build new business opportunities to keep a healthy pipeline.
• Sell a platform expanding from email security to identity, AI security, and insider threat.
• Partner with Customer Success to protect renewals and surface expansion.
• Keep data sharp across Salesforce, Highspot, and Close Plan for accurate planning.
• Collaborate with Sales Engineering, Product, and Marketing to prioritize needs and drive revenue.

Skills

Enterprise SLED sales

California state accounts

Negotiation

Quota attainment

Cybersecurity SaaS

IT/procurement understanding

Cross-functional collaboration

Executive storytelling

Salesforce

Highspot

Close Plan

Tools

Salesforce

Highspot

Close Plan

Job description

Abnormal AI is seeking an Enterprise Account Executive to lead the SLED territory, selling behavioral AI security solutions into large State, Local, and Education agencies across the United States. You will own the full sales cycle from discovery to close, collaborating with Sales Engineering, Marketing, and Customer Success to maximize value for agencies.

The ideal candidate has 8+ years in enterprise SLED sales, a proven track record of closing large accounts, and strong negotiation skills.