Job Overview
Location
Remote - USA
Job Type
Full-time
Category
Product Management
Date Posted
May 25, 2026
Full Job Description
đź“‹ Description
- • Sell Abnormal AI solutions to SLED agencies across Northern California with the goal of overachieving annual recurring revenue (ARR) quotas.
- • Manage enterprise accounts from initial outreach through contract signing, including upselling and expanding existing customer relationships.
- • Prospect and generate new business opportunities within enterprise SLED accounts to build and sustain a robust sales pipeline.
- • Leverage five pillars of demand generation—AE prospecting, SDRs, marketing, channel partners, and customer referrals—to develop early pipeline with discipline and consistency.
- • Uncover and articulate customer pain points related to security, email, cloud, and AI to position Abnormal’s solutions as high-ROI solutions.
- • Present compelling business cases to multiple stakeholders within large organizations, demonstrating value across technical, financial, and operational dimensions.
- • Execute a repeatable, disciplined sales process that maintains quality while scaling across parallel opportunities.
- • Maintain 100% accuracy and consistency in sales data across systems including Salesforce, Highspot, and Close Plan.
- • Collaborate with internal teams including Sales Engineering, Product, Marketing, and Customer Success to align on customer needs and prioritize revenue-critical initiatives.
- • Guide enterprise customers through their internal buying processes, influencing decision-makers such as CISOs and security personnel.
- • Extract, document, and organize customer insights and competitive intelligence to inform product feedback and sales strategy.
- • Operate effectively in an early-stage, resource-constrained environment with limited support teams, demonstrating grit and self-reliance.
- • Work closely with Customer Success to ensure timely renewals and identify expansion opportunities post-sale.
- • Must reside within the Northern California territory to effectively engage with local SLED agencies and partners.
🎯 Requirements
- • 8+ years of direct enterprise sales experience prospecting and closing SLED accounts
- • Proven track record of closing new logos and growing existing accounts through cross-selling and upselling
- • Demonstrated success in negotiating and closing complex sales with large organizations
- • Consistent over-quota performance or top 5% performer in prior sales organizations
- • Experience selling subscription software/SaaS to CISOs and security teams
- • Familiarity with security, email, cloud, and AI technologies
🏖️ Benefits
- • Base salary range of $144,500–$170,000 USD
- • Eligibility for bonus or incentive compensation
- • Equity compensation
- • Comprehensive benefits package
- • Opportunity to work in a high-growth cybersecurity company
- • Remote work arrangement with territory requirement in Northern California
Skills & Technologies
About Abnormal Security Corporation
Abnormal Security Corporation provides cloud-native email security using behavioral AI to block business email compromise, phishing, malware, and socially-engineered attacks. The platform integrates via API with Microsoft 365 and Google Workspace, analyzing identity, content, and context to detect anomalies without altering mail flow. Founded in 2018 and headquartered in San Francisco, the company serves mid-market to Fortune 500 organizations, reducing risk, automating incident response, and providing visibility into human-targeted threats.
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