SLED Cybersecurity Enterprise AE – Sacramento Area

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

Job summary

Abnormal AI is seeking an Enterprise Account Executive for the State, Local and Education sector in the United States. The ideal candidate will hunt and close large SLED accounts, leveraging a disciplined pipeline and a multi-pillar demand generation approach.

You will manage full deals, tailor messaging to government stakeholders, and collaborate with Sales Engineering and Marketing to drive revenue growth across identity, AI security, and insider threat offerings.

Qualifications

• 8+ years in direct enterprise SLED sales, prospecting and closing.
• Proven track record closing new logos and growing existing accounts in CA.
• Strong negotiation skills for complex multi-stakeholder cycles.
• Consistent over-quota performance, ideally top 5%.
• Technical fluency across security, email, cloud, and AI is required.

Responsibilities

• Sell Abnormal AI solutions to large Enterprise SLED agencies with agreed ARR quota.
• Run full deal lifecycle: discovery, eval, contract, renewal and upsell.
• Prospect and build new business to keep pipeline ahead of target.
• Demonstrate platform expansion from email to identity, AI security, and insider threat.
• Collaborate with Customer Success to secure renewals and expansions.
• Maintain accurate pipeline in Salesforce, Highspot, and Close Plan.
• Advocate for customers inside Abnormal AI with cross-functional teams.

Skills

Enterprise SLED sales

Account hunting

Negotiation

Sales cycle management

Cross-functional collaboration

Data-driven selling

Top-quartile performance

Security tech fluency

Tools

Salesforce

Highspot

Close Plan

Job description

Abnormal AI is seeking an Enterprise Account Executive for the State, Local and Education sector in the United States. The ideal candidate will hunt and close large SLED accounts, leveraging a disciplined pipeline and a multi-pillar demand generation approach.

You will manage full deals, tailor messaging to government stakeholders, and collaborate with Sales Engineering and Marketing to drive revenue growth across identity, AI security, and insider threat offerings.