Remote opportunity at
Abnormal AIAccount Executive, SLED
Abnormal AI is hiring an Account Executive for its SLED (state, local and education) team. The role is full-time and remote, and the posting describes the…
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About This Role
Abnormal AI is hiring an Account Executive for its SLED (state, local and education) team. The role is full-time and remote, and the posting describes the ideal candidate as someone based in the Northern California area. The job is to sell the company's behavioral AI security platform to large public-sector bodies (state, local and education) within an assigned territory. The account executive would run the full deal cycle, from the…
Job Description
Abnormal AI is hiring an Account Executive for its SLED (state, local and education) team. The role is full-time and remote, and the posting describes the ideal candidate as someone based in the Northern California area. The job is to sell the company's behavioral AI security platform to large public-sector bodies (state, local and education) within an assigned territory.
The account executive would run the full deal cycle, from the first conversation and technical evaluation through contract signature, then pursue upsell opportunities once an agency signs. The role includes prospecting and building new business to stay ahead of pipeline targets, working with Customer Success on renewals and expansion, and keeping account and opportunity records accurate in Salesforce, Highspot and Close Plan. The posting also expects the account executive to advocate for customers inside the company, alongside Sales Engineering, Product and Marketing.
The platform has grown from email security into areas such as identity protection, AI security and insider risk, which the posting presents as a wider set of offerings for each agency. Abnormal AI states it is growing more than 40% year over year and counts more than 4,500 clients, among them over a quarter of the Fortune 500. The base salary range is $157,250 to $185,000 USD per year, with possible bonus or incentive pay, equity and benefits, and actual pay depends on skills, experience, qualifications and location.
The posting suits a hunter-style seller with at least eight years of direct enterprise selling into SLED accounts, a record of exceeding quota, technical fluency in security, email, cloud and AI, and experience selling subscriptions to security leaders. Comfort at an early-stage company that is still shaping its future is listed as a requirement.
Responsibilities
- Win new business with large SLED agencies and exceed annual recurring revenue targets
- Run complete deal cycles from first call and technical evaluation to signed contract
- Pursue upsell conversations with agencies after they become customers
- Prospect actively to keep the pipeline ahead of targets
- Coordinate with Customer Success on renewals and expansion opportunities
- Keep account and opportunity records accurate in Salesforce, Highspot and Close Plan
- Advocate for customers inside the company alongside Sales Engineering, Product and Marketing
Requirements
- At least eight years of direct enterprise selling into SLED accounts
- Demonstrated success landing new customers and expanding current ones via cross-sell and upsell
- Negotiating skill for big institutions and cycles involving many stakeholders
- Consistent over-quota performance
- Able to hold technical conversations on security, messaging, cloud and machine learning
- Track record in security SaaS selling, including subscriptions sold to top security executives
- Builder mindset with success in early-stage or underdog situations
- Comfort at a company that is still shaping its future
- Ability to use the five demand-generation channels: AE prospecting, SDRs, marketing, partners and referrals
- Able to find public sector pain points and tie them to clear solutions
- Process-driven sales method with strong time management
- Experience building ROI business cases for IT, procurement and leadership audiences
- Experience guiding public sector buyers through procurement and RFP cycles
Qualifications
- Ideally top 5 percent of the sales organization
Core Skills
Benefits
- Possible bonus or incentive compensation
- Possible equity
- Comprehensive benefits package
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this role remote?
The listing is remote, and the posting describes the ideal candidate as local to the Northern California area.
What is the pay range?
The base salary range is $157,250 to $185,000 USD per year, with possible bonus or incentive pay, equity and benefits.
What experience is required?
The posting asks for at least eight years of direct enterprise sales experience with large SLED accounts and a consistent record of exceeding quota.
How do I apply?
The posting does not describe a specific application process.
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