Account Executive, SLED

Job Description:

• Sell Abnormal AI behavioral AI security solutions to large Enterprise SLED agencies and exceed new annual recurring revenue quota
• Run the full deal cycle from first conversation through technical evaluation, contract signature, and post-sale upsell
• Prospect and build new business opportunities to maintain pipeline above target
• Sell solutions spanning email security, identity, AI security, and insider threat
• Partner with Customer Success to protect timely renewals and identify expansion opportunities
• Maintain accurate pipeline and account data in Salesforce, Highspot, and Close Plan
• Advocate for customers internally and collaborate with Sales Engineering, Product, and Marketing to accelerate revenue closure

Requirements:

• Local to the NorCal area preferred
• 8+ years of direct enterprise sales experience prospecting and closing large, complex SLED accounts
• Proven track record of closing new account logos and growing existing accounts through cross-sell and upsell
• Strong negotiation skills for large organizations and complex, multi-stakeholder sales cycles
• Consistent over-quota performance, ideally top 5% of the sales organization
• Technical fluency across security, email, cloud, and AI
• Cybersecurity or security-adjacent SaaS sales experience selling subscription software to CISOs and security personnel
• Experience thriving in an early-stage, underdog, or resource-constrained environment
• Ability to sell within a fast-growing company and adapt to an expanding product portfolio
• Knowledge of state, local, and education (SLED) public-sector sales environments
• Experience with Salesforce, Highspot, and Close Plan

Benefits:

• Bonus or incentive compensation
• Equity
• Comprehensive benefits package