[Remote] Account Executive, SLED (Sacramento only)

Note: The job is a remote job and is open to candidates in USA. Abnormal AI is hiring an Enterprise Account Executive to sell behavioral AI security solutions to large State, Local, and Education agencies. The role owns the full sales cycle, develops new pipeline, exceeds annual recurring revenue targets, and partners with Customer Success and internal teams on renewals and expansion.

Responsibilities

• Sell Abnormal AI solutions to large Enterprise SLED agencies with a mandate to overachieve new annual recurring revenue quota, not just hit it
• Run the full deal cycle in your accounts: first conversation, technical evaluation, contract signature, and the upsell conversations that follow once they're a customer
• Prospect and build new business opportunities to keep your pipeline ahead of target
• Sell a platform that's actively expanding underneath you: what started as email security now covers identity, AI security, and insider threat, giving you more surface area to bring value to every agency
• Partner with Customer Success to protect timely renewals and surface expansion opportunities
• Keep your data sharp across Salesforce, Highspot, and Close Plan, because accurate pipeline is how the whole team plans and wins
• Be the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing to get the right things prioritized so more revenue closes, faster

Skills

• The ideal candidate is local to the Sacramento area
• Experience selling cybersecurity solutions into large public sector environments, particularly Enterprise-level SLED organizations
• Proven hunter focused on selling to large state and local government agencies, with a disciplined approach to early pipeline development and prospecting
• Skilled at leveraging all five demand generation pillars: AE prospecting, SDRs, marketing, channel partnerships, and customer referrals
• Strong qualifier with the ability to uncover public sector pain points and map them to compelling, value-driven solutions
• Effective presenter who tailors demos and messaging to resonate with government stakeholders and address their specific challenges
• Process-oriented with a consistent sales methodology and strong time management skills to manage multiple deals efficiently
• Data-disciplined, maintaining accurate and up-to-date account and opportunity data across systems
• Experienced in building business cases that quantify ROI and value for diverse public sector audiences, including IT, procurement, and leadership
• Knowledge sharer who captures and organizes customer insights and lessons learned to support team learning
• Skilled at guiding public sector customers through complex internal buying processes, including procurement and RFP cycles
• Resilient and resourceful, with a strong track record of success in early-stage environments
• Effective at leveraging internal teams such as Sales Engineering, Marketing, BDRs, Product, and Customer Success to drive results in the SLED space
• 8+ years of direct (not overlay) enterprise sales experience prospecting and closing large, complex SLED accounts
• A proven track record of both closing new account logos and growing existing accounts through cross-sell and upsell within the State of California
• Negotiation skill that holds up against large organizations and complex, multi-stakeholder sales cycles
• Consistent over-quota performance
• Technical fluency across security, email, cloud, and AI, enough to hold your own in a conversation with a security or IT leader
• Cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security personnel
• You've thrived somewhere early-stage, an underdog, or up against bigger incumbents, and you know how to build territory with limited resources
• Comfort selling within a company that's still writing its next chapter
• Ideally top 5% of your sales org

Benefits

• This role may be eligible for bonus or incentive compensation.
• This role may be eligible for equity.
• A comprehensive benefits package.

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