Regional Director of Sales

Summary

Join Abnormal AI as a seasoned sales leader to oversee and grow an enterprise sales team. Build and lead a high-performing team focused on landing and expanding strategic accounts. Set the vision, drive execution, and enable team success through disciplined processes and strong go-to-market alignment. The ideal candidate will be based in the Southeast and possess a strong skillset in team building, metrics-driven leadership, pipeline architecture, strategic selling, pre-sales collaboration, customer expansion, forecasting, channel strategy, performance optimization, and closing complex enterprise deals. Responsibilities include recruiting and hiring a world-class team, managing seller productivity, developing account strategies, partnering with sales engineering, building customer partnerships, forecasting revenue, developing channel partnerships, conducting QBRs, and identifying and closing new business. The role requires extensive enterprise sales experience, team leadership experience, a hunter mentality, and strong communication and presentation skills.

Requirements

• 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

Responsibilities

• 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

Benefits

• Bonus
• Restricted stock units (RSUs)