Remote opportunity at
AbnormalAccount Executive, SLED (Sacramento only)
Abnormal is hiring an Account Executive to sell its behavioral AI security platform into large state, local and education agencies, known as SLED customers. The role…
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About This Role
Abnormal is hiring an Account Executive to sell its behavioral AI security platform into large state, local and education agencies, known as SLED customers. The role is remote in the USA, and the posting says the ideal candidate is local to the Sacramento area of California. The role owns each deal from the opening discussion through a technical review and final signing, then continues into expansion talks. Prospecting and building…
Job Description
Abnormal is hiring an Account Executive to sell its behavioral AI security platform into large state, local and education agencies, known as SLED customers. The role is remote in the USA, and the posting says the ideal candidate is local to the Sacramento area of California.
The role owns each deal from the opening discussion through a technical review and final signing, then continues into expansion talks. Prospecting and building new business are part of the job, as is working with Customer Success on renewals and upsell opportunities. The platform has grown from email protection into identity, AI and insider-threat coverage, which gives the account executive more areas to discuss with each customer.
The posting asks for a proven enterprise hunter with at least eight years of direct sales experience closing large, complex public sector accounts. Candidates should have a record of winning new logos and growing existing California accounts through cross-sell and upsell, along with consistent performance above quota. Experience selling security or security-adjacent subscription software to CISOs and security teams is required.
Abnormal states that it has grown more than 40 percent year over year and protects over 4,500 customers, including more than 25 percent of the Fortune 500. The base salary range is $157,250 to $185,000 USD, and the posting says bonus or incentive pay, equity and benefits may also be offered.
Responsibilities
- Sell behavioral AI security solutions to large enterprise SLED agencies within an assigned territory
- Manage each deal from first conversation through technical evaluation, contract signature and later upsells
- Prospect and build new opportunities to keep the pipeline ahead of target
- Work with Customer Success to protect renewals and identify expansion opportunities
- Keep account and opportunity data current in Salesforce, Highspot and Close Plan
- Work with Sales Engineering, Product and Marketing to prioritize customer needs
Requirements
- 8 or more years of direct enterprise sales experience closing large, complex SLED accounts
- A track record of winning new logos and growing existing accounts through cross-sell and upsell in California
- Negotiation skill for large organizations and multi-stakeholder sales cycles
- Experience selling cybersecurity or security-adjacent subscription software to CISOs and security personnel
- Consistent over-quota performance, ideally in the top 5 percent of a sales organization
- Technical fluency across security, email, cloud and AI
- A builder's mindset, with experience in early-stage or competitive environments and comfort at a company still growing
Qualifications
- Experience guiding public sector buyers through procurement and RFP cycles
- Ability to build business cases that quantify ROI for IT, procurement and leadership audiences
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.
Where is this role based?
The role is listed as remote in the USA. The posting says the ideal candidate is local to the Sacramento area.
What is the base salary?
The posting lists a base salary range of $157,250 to $185,000 USD. It says bonus or incentive pay, equity and benefits may also be offered.
How much experience is required?
The posting requires 8 or more years of direct enterprise sales experience, including closing large, complex SLED accounts.
How does the posting say to apply?
The posting directs applicants to a We Work Remotely listing for the role. It does not describe further application steps.
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