About the Role
Abnormal Security is looking for an Enterprise SLED Account Executive to join our team. In this role, you will sell Abnormal Security Solutions to State/Local Government & K-12 Education (SLED) accounts (>2k mailbox organizations) in your defined territory. The ideal candidate will bring a hunter mentality, a passion for cybersecurity, and proven team-selling experience.
Location: Work from home in the defined territory
About You
- 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.
Must Haves
- 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: KY, WV, VA
Key Qualifications
- 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.
Nice To Haves
- 2+ years of experience in cybersecurity sales.
- Experience with MEDDIC, MEDDPICC, or Command of the Sale sales methodologies.
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