<h2>About You</h2> <ul> <li>10+ years of enterprise sales experience with a demonstrated track record of exceeding quota in security, networking, and/or software solution environments.</li> <li>3+ years leading high-performing sales teams responsible for acquiring new logos and driving expansion across existing customers.</li> <li>Proven ability to lead teams through the entire sales cycle, from top of funnel pipeline generation, conversion to deal closure. Delivering measurable revenue growth.</li> <li>Self-motivated, results-driven, and personally accountable for consistently exceeding targets and raising performance standards. </li> <li>Demonstrated success closing complex enterprise deals involving multiple stakeholders, particularly in emerging or disruptive technology categories.</li> <li>Track record of closing high-value enterprise transactions ($200K–$1M+) involving cross-functional decision-makers and executive-level buy-in.</li> <li>Hands-on experience building and scaling high-performing teams within fast-paced, rapidly changing environments.</li> <li>Skilled at developing and sustaining trusted relationships with executives across customer and partner organizations.</li> <li>Strong presentation and communications skills, competent translating technical features into business value.</li> <li>Strong experience in value-based, consultative selling methodologies including Force Management, Challenger, and MEDDIC frameworks.</li> <li>Executive-level presence with outstanding verbal, written, and presentation skills.</li> <li>High comfort operating in a fast-paced, metrics-driven environment where change is constant.</li> </ul> <h2>In this job, you will bring these skills</h2> <ul> <li>Recruit and hire exceptional enterprise sellers;on time, within budget, and with a focus on long-term culture fit and performance.</li> <li>Lead, coach, and develop the team to hit key productivity metrics and accelerate toward quota attainment.</li> <li>Establish a disciplined approach to pipeline generation across multiple channels: self-direct outbound, marketing campaigns, sales development, and channel &amp; eco-system partnerships to accelerate new business.</li> <li>Drive consistent deal execution and forecast accuracy through deep pipeline inspection, active deal coaching, and data-driven forecasting.</li> <li>Partner closely with Sales Engineering to deliver impactful product demonstrations and a repeatable technology validation / proof-of-value program.</li> <li>Develop strategic territory and account plans in partnership with your team to drive long-term customer value, high renewal rate, revenue expansion &amp; customer referrals. </li> <li>Build strong executive relationships with customers and prospects across the region to drive high retention, upsell, and advocacy.</li> <li>Deliver accurate weekly, monthly, and quarterly revenue forecasts to executive leadership through rigorous pipeline management, disciplined deal inspection, and a consistent forecasting methodology.</li> <li>Skilled at building and expanding channel partnerships that accelerate pipeline creation and scale regional go-to-market efforts.</li> <li>Lead Quarterly Business Reviews to assess sales productivity, execution against plan, and progress toward strategic objectives, while identifying opportunities to pivot where necessary to ensure alignment and goal attainment.</li> <li>Identify, engage, and close high-impact opportunities by building trusted relationships with executive stakeholders (CISO, CIO, CTO) across enterprise accounts in the region.</li> </ul> <h2>Role Responsibilities and Deliverables</h2> <ul> <li>A builders mindset: You don’t wait for things to be perfect—you create structure, processes, and culture where they don’t yet exist. #velocity </li> <li>You know that talent defines outcomes. You’re intentional about hiring, committed to coaching, and fully accountable for delivering (exceeding) the region’s revenue.</li> <li>A commitment to fostering a culture of accountability, teamwork, and execution. Knowing high standards and mutual support go hand in hand.</li> <li>An understanding that data and process are levers to scale performance, not roadblocks to success. </li> <li>Great leadership means obsessing over the fundamentals: recruiting world-class talent, ramping with speed and effectiveness, retaining top performers, and delivering results. Recruit. Ramp. Retain. Revenue.</li> <li>Partner with your team to drive full-cycle sales within enterprise accounts (3,000+ mailboxes)—from initial engagement through contract close and post-sale expansion.</li> <li>Recruit and hire exceptional enterprise sellers. On time, within budget, and with a focus on long-term culture fit and performance while continuously building a strong bench of future candidates to stay ahead of team growth and attrition.</li> <li>Drive consistent deal execution and forecast accuracy through deep pipeline inspection, active deal coaching, and data-driven forecasting.</li> <li>Maintain relationships with key region customers to ensure timely renewal and upsell opportunities.</li> <li>Serve as the voice of the customer and prospect across internal teams: Sales Engineering, POV, Product, and Marketing to ensure priorities are aligned and focused on customer satisfaction &amp; accelerating revenue.</li> </ul> #LI-OB1<div><div><div><hr /> At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. </div><div>Base salary range:</div><div>$189,150—$222,500 USD</div></div></div><div> 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 <a href="https://abnormal.ai/aap-eeoc-statement" target="_blank">click here</a>. If you would like more information on your EEO rights under the law, please <a href="https://abnormal.ai/eeoc-poster" target="_blank">click here</a>.</div>

Abnormal Security

Regional Sales Director, Mid-Atlantic

Abnormal Security

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