West Enterprise SLED Regional Sales Director

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

Job summary

Abnormal AI seeks a Regional Sales Director to lead our Enterprise West SLED team, owning strategy and execution for large public-sector accounts across the western region. You will recruit, coach, and drive a data‑driven, pipeline‑focused organization to exceed ARR targets, coordinate with Sales Engineering for strong demos, and deepen executive relationships with agency leadership.

The role offers growth amid rapid expansion as Abnormal AI expands from email into identity, AI security, and

Qualifications

• 8+ years of Enterprise SLED sales experience with a demonstrated 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

• Lead Enterprise West SLED sales team to overachieve new annual recurring revenue quota for the region.
• Recruit and hire a world‑class team of Enterprise SLED sellers, building the bench that carries the region forward.
• 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 across field sales, marketing, channel partners, and sales development.
• Build the account strategy for your region and drive execution from initial conversations through contract signature and upselling.
• Partner with Sales Engineering to deliver outstanding product demonstrations and a repeatable proof‑of‑concept program.
• Lead a data‑driven business that develops each Account Executive in the areas that matter most for their skillset and results.
• Deepen relationships with existing customers around value realization, retention, and fast upsell expansion.
• Forecast monthly and quarterly revenue to executive leadership through disciplined deal inspection.
• Grow strategic relationships with existing channel partners and develop new ones.
• Run Quarterly Business Reviews to track productivity, plan execution, and progress against objectives.
• Identify, cultivate, and close new business at the executive level (CISO/CIO/CTO) in large Enterprise SLED accounts.

Skills

Enterprise SLED sales

Leadership

New logo acquisition

Executive relationships

Strategic selling

Complex deals

Public sector procurement

Forecasting

Job description

Abnormal AI seeks a Regional Sales Director to lead our Enterprise West SLED team, owning strategy and execution for large public-sector accounts across the western region. You will recruit, coach, and drive a data‑driven, pipeline‑focused organization to exceed ARR targets, coordinate with Sales Engineering for strong demos, and deepen executive relationships with agency leadership.

The role offers growth amid rapid expansion as Abnormal AI expands from email into identity, AI security, and