Account Executive

Summary

Join Abnormal Security as an Enterprise SLED Account Executive and sell Abnormal Security solutions to State/Local Government & K-12 Education accounts. This remote position requires exceeding annual recurring revenue quotas, actively prospecting, managing the sales cycle, collaborating with Customer Success, and serving as the voice of the customer. The ideal candidate will possess a hunter mentality, cybersecurity passion, and proven team-selling experience. Success requires exceeding sales quotas, driving revenue growth, and acquiring new logos. The role demands strong qualification, presentation, and collaboration skills within a fast-paced environment.

Requirements

• 4+ years of direct sales experience prospecting and closing complex sales with State/Local Government and K-12 organizations in-region
• 2+ years of experience working for top companies selling cybersecurity solutions to CISOs and security personnel
• Proven track record of exceeding sales quotas, driving revenue growth, and acquiring new logos
• Experience selling in a defined region, within cybersecurity with CISO references
• Demonstrated ability to stay in previous companies for 3 years or more (with one exception allowed)
• You reside in one of the following states: KS, IA, NE, MO, IL
• Top Performer: Stack ranking in the top 5% of sales org
• Hunter Mentality: A disciplined approach to pipeline development and demonstrated success prospecting into enterprise SLED accounts. Comfortable and have demonstrated the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals
• Strong Qualifier: Ability to effectively uncover customer pain points and identify solutions that align with their needs
• Skilled Presenter: Experience presenting value-based solutions that address customer challenges and demonstrate ROI to multiple stakeholders
• Disciplined Process: Ability to execute a structured, repeatable sales process and balance multiple opportunities without sacrificing quality
• Business Case Development: Ability to build and present business cases that resonate with decision-makers and stakeholders
• Cross-Functional Collaboration: Ability to work closely with internal teams (Sales Engineering, Marketing, Product, Customer Success) to move deals forward
• Resilience & Grit: You thrive in a fast-paced, early-stage environment and succeed even with limited resources compared to larger organizations
• Cultural Fit: Embody our core values (VOICE) – Velocity, Ownership, Intellectual Honesty, Customer Obsession, and Excellence

Responsibilities

• Sell Abnormal Security solutions to enterprise SLED customers in your territory
• Consistently exceed new annual recurring revenue quota and drive growth through effective sales strategies and execution
• Actively prospect for new opportunities and nurture existing leads to build a robust pipeline
• Manage the entire sales cycle, from prospecting and generating new business to closing deals and expanding customer relationships
• Collaborate with Customer Success to ensure timely renewals and identify up-sell opportunities to drive continued growth
• Serve as the voice of your customers, working closely with Sales Engineering, Product, and Marketing teams to influence internal priorities and support your pipeline
• Drive engagement across key decision-makers in the organization to ensure strong positioning of Abnormal's value

Preferred Qualifications

• 2+ years of experience in cybersecurity sales
• Experience with MEDDIC, MEDDPICC, or Command of the Sale sales methodologies

Benefits

• Bonus
• Restricted stock units (RSUs)
• Benefits
• Base salary range: $130,000 — $160,000 USD