About the Role

Abnormal AI is looking for an Account Executive to join the SLED team. This team sells our security solutions to accounts within a defined territory, with a specific focus on State, Local, and Education (SLED) agencies.

The ideal candidate for this role will be local to the West area and bring experience selling into public sector environments, particularly SLED organizations. They will possess the following skillset:

• Proven hunter focused on selling to 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

What you will do

• Sell Abnormal security solutions to SLED agencies with the goal to overachieve new annual recurring revenue quota
• Work accounts from initial conversations through signing a contract and up-selling once they’re a customer
• Prospect and generate new business opportunities within accounts to supply enough pipeline for them to hit sales targets
• Work with Customer success to ensure a timely renewal and expansion sale opportunities
• Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue

Must Haves

• SLED Account Hunter: Demonstrated 8+ years of direct (vs. overlay) enterprise sales experience prospecting and closing SLED accounts
• Proven track record of success closing new Account Logos, while also cross selling/ upselling and growing the existing customer account
• Skill in negotiating with large organizations and closing complex sales.
• Proven performer with consistent over quota performance and/or top 5% of sales org
• Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
• Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel
• Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)
• BS/BA degree or equivalent work experience

#LI-TY1