The job, in the employer's words
About the Role
Abnormal AI is seeking a seasoned sales leader to oversee and grow a team within our Enterprise Sales organization. You will be responsible for building and leading a high-performing team of Enterprise sellers focused on landing and expanding strategic accounts. You will serve as the regional sales leader, setting the vision, driving execution, and enabling your team to succeed through disciplined process, collaboration, and strong go-to-market alignment.
The ideal candidate for this role will be located in the Bay Area and bring the following skillset:
- Team builder and talent magnet with a track record of hiring, onboarding, and developing high-performing enterprise sellers on time and within budget.
- Metrics-driven leader skilled at defining, tracking, and managing seller productivity KPIs and aligning them with revenue milestones.
- Pipeline architect experienced in building robust pipelines by activating all demand channels: AE prospecting, SDRs, marketing, partners, and customer advocates.
- Strategic seller who partners with sellers on account planning, opportunity strategy, and C-level engagement to drive consistent execution across the region.
- Pre-sales collaborator adept at working with Sales Engineering to deliver tailored, compelling demos and scalable proof-of-concept processes.
- Customer expansion champion focused on delivering value realization, retention, and upsell growth through trusted executive relationships.
- Forecasting expert with a disciplined, methodical approach to pipeline inspection and forecasting — grounded in frameworks like MEDDICC.
- Channel strategist who knows how to build, activate, and grow partnerships to complement direct sales and expand market reach.
- Performance optimizer who runs crisp, actionable QBRs to evaluate sales performance, measure progress, and drive continuous improvement.
- Hands-on closer with the ability to engage and close complex enterprise deals at the CISO/CIO/CTO level, leading from the front when needed.
What you will do
- Recruit and hire a world class team of enterprise sellers, on time and on budget
- Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth
- Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.
- Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.
- Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program.
- Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.
- Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
- Develop strategic relationships with existing channel partners and the development of new channel partners.
- Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.
- Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory.
Must Haves
- 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
- 3+ years leading a sales team focused on growing new business and new logos
- Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
- A winner, someone who holds themselves accountable to consistent over-achievement
- Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories.
- Experience managing and closing deals of $200K+ as well high value transactions above $1m+
- Experience establishing and fostering strong relationships with potential partners and customers at executive levels
- Strong presentation and communications skills, competent translating technical features into business value
- Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
- Outstanding verbal, written, and presentation skills
- Comfortable working in a highly fast-paced environment
#LI-ML2
Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
A note on AI in our process:
Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and areas for the interviewer to explore.They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Further, if your application is successful and Abnormal AI makes a conditional offer of employment, we will carry out pre-employment checks which must be successfully completed to progress to a final offer. All processes and pre-employment checks are in line with prevailing legislation and Abnormal AI's policies relevant to our security and privacy standards.
Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.
Requirements mentioned
- Team builder and talent magnet with a track record of hiring, onboarding, and developing high-performing enterprise sellers on time and within budget.
- Metrics-driven leader skilled at defining, tracking, and managing seller productivity KPIs and aligning them with revenue milestones.
- Pipeline architect experienced in building robust pipelines by activating all demand channels: AE prospecting, SDRs, marketing, partners, and customer advocates.
- Strategic seller who partners with sellers on account planning, opportunity strategy, and C-level engagement to drive consistent execution across the region.
- Pre-sales collaborator adept at working with Sales Engineering to deliver tailored, compelling demos and scalable proof-of-concept processes.
- Customer expansion champion focused on delivering value realization, retention, and upsell growth through trusted executive relationships.
- Forecasting expert with a disciplined, methodical approach to pipeline inspection and forecasting — grounded in frameworks like MEDDICC.
- Channel strategist who knows how to build, activate, and grow partnerships to complement direct sales and expand market reach.
- Performance optimizer who runs crisp, actionable QBRs to evaluate sales performance, measure progress, and drive continuous improvement.
- Hands-on closer with the ability to engage and close complex enterprise deals at the CISO/CIO/CTO level, leading from the front when needed.
- 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions
- 3+ years leading a sales team focused on growing new business and new logos
- Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
- A winner, someone who holds themselves accountable to consistent over-achievement
- Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories.
- Experience managing and closing deals of $200K+ as well high value transactions above $1m+
- Experience establishing and fostering strong relationships with potential partners and customers at executive levels
- Strong presentation and communications skills, competent translating technical features into business value
- Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
- Outstanding verbal, written, and presentation skills
- Comfortable working in a highly fast-paced environment
- #LI-ML2
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