Account Executive, SLED
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Job Description
Enterprise Account Executive selling Abnormal AI behavioral cybersecurity solutions to large U.S. state, local, and education agencies. Managing full-cycle sales, renewals, and expansion across complex public-sector accounts.
Responsibilities:
- 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
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