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Abnormal AIRegional Sales Director, US SLED West
Abnormal AI is recruiting a full-time, remote Regional Sales Director to run its Enterprise West SLED team. The team handles accounts with state, local and education…
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About This Role
Abnormal AI is recruiting a full-time, remote Regional Sales Director to run its Enterprise West SLED team. The team handles accounts with state, local and education agencies throughout the western region. The director sets strategy for the largest and most intricate public sector customers and leads a group of Enterprise SLED Account Executives. The company says it is growing more than 40 percent a year, serves over 4,500 customers including…
Job Description
Abnormal AI is recruiting a full-time, remote Regional Sales Director to run its Enterprise West SLED team. The team handles accounts with state, local and education agencies throughout the western region. The director sets strategy for the largest and most intricate public sector customers and leads a group of Enterprise SLED Account Executives.
The company says it is growing more than 40 percent a year, serves over 4,500 customers including more than a quarter of the Fortune 500, and is branching out from email protection into products covering identity and AI security, plus insider risk.
The director carries a regional quota for new annual recurring revenue and is expected to beat it, not just reach it. Responsibilities include hiring and onboarding a capable team, setting productivity targets and coaching sellers toward them, and maintaining a pipeline fed by field sellers, marketing campaigns, partner channels and sales development staff. The director designs account plans from first contact through signing and later expansion, works with Sales Engineering on demos and on a proof-of-concept process that can be repeated, and leads renewal and referral efforts. Other duties include revenue forecasting, quarterly business reviews, growing channel partners, and winning executive-level deals with CISOs, CIOs, CTOs and agency leaders.
The ideal candidate has more than eight years in Enterprise SLED sales, with a history of beating quota while selling security, networking or software to government agencies. Three-plus years of leading a new-business team is required, along with a long run of consistent over-achievement rather than one strong year. The posting also asks for experience closing complicated deals that involve procurement and RFP processes, and for handling transactions of $200K and up, including some above $1M. Familiarity with consultative methods such as Force Management, Challenger Sale and MEDDIC is expected, as is comfort in a still-scaling company where the process is still being defined.
The base salary range is USD 197,650 to 232,500 per year. Final pay considers skills, background, qualifications and location. Bonus or incentive pay, equity and a full benefits package may also be available.
Responsibilities
- Lead Enterprise West SLED sellers and their ARR quota
- Recruit, hire and onboard Enterprise SLED sellers, keeping to schedule and budget
- Establish productivity measures and growth goals, and coach toward them
- Build pipeline with field sellers, marketing, partners and SDRs
- Create the regional account strategy and direct team selling from first meeting to expansion
- Partner with Sales Engineering on demos and a proof-of-concept program that can be repeated
- Drive renewals, upsells and referrals with current clients
- Forecast monthly and quarterly revenue through disciplined deal reviews
- Expand relationships with channel partners, including those with public sector procurement know-how
- Lead quarterly business reviews on sales output and strategic progress
- Pursue executive-level new business with CISOs, CIOs, CTOs and agency leadership
Requirements
- Eight-plus years in Enterprise SLED sales, including a history of beating quota with security, networking or software sold to public agencies
- Three-plus years leading an Enterprise SLED group focused on new business
- Proven experience generating fresh demand and sourcing pipeline in large public agencies
- Repeated over-achievement across several years
- Track record closing complex, multi-stakeholder purchases involving procurement and RFPs
- Handling deals of $200K and up, plus transactions above $1M
- Building executive-level relationships with partners and agency leaders
- Strong presentations that turn technical capabilities into business outcomes for public sector stakeholders
- Working knowledge of consultative, value-based methods such as Force Management, Challenger Sale and MEDDIC
- Comfort in a fast-moving company whose playbook is still being written
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?
Yes. The posting lists the position as remote and covers the western region for the Enterprise West SLED team.
What is the base salary?
The base salary range is USD 197,650 to 232,500 per year, with possible bonus, equity and benefits.
How much experience is required?
The posting asks for more than eight years in Enterprise SLED sales and more than three years leading a team focused on new business.
What is the employment type?
The role is full-time.
Does the posting explain how to apply?
The posting does not specify an application process.
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