West Enterprise SLED Director — High-Impact Growth

OpenKrill; United States; Remote; USD 198,000 - 233,000; Full time

Job summary

Abnormal AI is seeking a Regional Sales Director to lead the Enterprise West SLED team, owning strategy and execution for large public sector accounts across the western United States. You will set the vision, drive pipeline, and enable a high-performing team of Enterprise SLED Account Executives to win through disciplined processes and strong go-to-market alignment.

You will guide the team during a period of rapid growth, expanding from email into identity, AI security, and insider threat,

Qualifications

• 8+ years of Enterprise SLED sales experience with a track record of exceeding quota selling security, networking, and/or software solutions into public sector agencies.
• 3+ years leading an Enterprise SLED sales team focused on new business and new logo growth.
• A genuine hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline in large, complex public sector agencies.
• A track record to back it up: consistent, sustained over-achievement, not a single good year.
• Success closing complex sales with multiple buying influences, including procurement and RFP processes, 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, including agency and public sector leadership.
• Strong presentation and communication skills, with the ability to translate technical features into business value for public sector stakeholders.
• 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

• Own responsibility for the Enterprise West SLED sales team, with a mandate to overachieve new annual recurring revenue quota for the region, not just hit it.
• Recruit and hire a world-class team of Enterprise SLED sellers, on time and on budget, building the bench that carries the region forward and staying ahead of team changes.
• Set clear productivity metrics and growth milestones for your sellers, and coach the team 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 across large, complex SLED agencies.
• Build the account strategy for your region and drive the execution and team selling that brings it to life, from initial conversations through contract signature and upselling once an agency is a customer.
• Partner closely with Sales Engineering 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.
• Lead a data-driven business that develops each Account Executive in the areas that matter most for their skillset and their NARR results.
• Deepen relationships with existing 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, including those with deep roots in public sector procurement.
• Run Quarterly Business Reviews that give a clear read on sales productivity, plan execution, and progress against strategic objectives.
• Identify, cultivate, and close new business at the executive level (CISO/CIO/CTO and agency leadership) in large Enterprise SLED accounts across your region.

Job description

Abnormal AI is seeking a Regional Sales Director to lead the Enterprise West SLED team, owning strategy and execution for large public sector accounts across the western United States. You will set the vision, drive pipeline, and enable a high-performing team of Enterprise SLED Account Executives to win through disciplined processes and strong go-to-market alignment.

You will guide the team during a period of rapid growth, expanding from email into identity, AI security, and insider threat,