<p><strong><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">About the Role</span></strong></p><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Abnormal AI is seeking a seasoned sales leader to oversee and grow a team within our Enterprise Sales organization.You will be responsible for building and leading a high-performing team of Enterprise sellers focused on landing and expanding strategic accounts. You will serve as the regional sales leader, setting the vision, driving execution, and enabling your team to succeed through disciplined process, collaboration, and strong go-to-market alignment.</span></p><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">The ideal candidate for this role will be based in the <strong>North Central Region (ND, SD, MN, IA, WI, IL) </strong>and bring the following skillset:</span></p><ul><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Team builder and talent magnet with a track record of hiring, onboarding, and developing high-performing enterprise sellers on time and within budget.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Metrics-driven leader skilled at defining, tracking, and managing seller productivity KPIs and aligning them with revenue milestones.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Pipeline architect experienced in building robust pipelines by activating all demand channels: AE prospecting, SDRs, marketing, partners, and customer advocates.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Strategic seller who partners with sellers on account planning, opportunity strategy, and C-level engagement to drive consistent execution across the region.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Pre-sales collaborator adept at working with Sales Engineering to deliver tailored, compelling demos and scalable proof-of-concept processes.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Customer expansion champion focused on delivering value realization, retention, and upsell growth through trusted executive relationships.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Forecasting expert with a disciplined, methodical approach to pipeline inspection and forecasting — grounded in frameworks like MEDDICC.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Channel strategist who knows how to build, activate, and grow partnerships to complement direct sales and expand market reach.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Performance optimizer who runs crisp, actionable QBRs to evaluate sales performance, measure progress, and drive continuous improvement.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Hands-on closer with the ability to engage and close complex enterprise deals at the CISO/CIO/CTO level, leading from the front when needed.</span></p></li></ul><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><strong>What you will do:</strong> </span></p><ul><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Recruit and hire a world class team of enterprise sellers, on time and on budget</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Develop strategic relationships with existing channel partners and the development of new channel partners.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory.</span></p></li></ul><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><strong>Must Haves:</strong> </span></p><ul><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">7+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">3+ years leading a sales team focused on growing new business and new logos</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">A winner, someone who holds themselves accountable to consistent over-achievement</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories.</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience managing and closing deals of $200K+ as well high value transactions above $1m+</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience establishing and fostering strong relationships with potential partners and customers at executive levels</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Strong presentation and communications skills, competent translating technical features into business value</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Outstanding verbal, written, and presentation skills</span></p></li><li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Comfortable working in a highly fast-paced environment</span></p></li></ul><p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><br>#LI-SK2</span></p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><hr><p><br>At Abnormal AI, certain roles are eligible for a bonus, restricted stock units (RSUs), and benefits. Individual compensation packages are based on factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. Learn more about our Compensation and Equity Philosophy on our <span style="text-decoration: underline;"><span style="font-size: 18px;"><a href="https://careers.abnormalsecurity.com/benefits-perks" target="_blank"><span style="font-size: 16px;">Benefits & Perks</span></a></span></span> page.</p></div><div class="title">Base salary range:</div><div class="pay-range"><span>$181,600</span><span class="divider">—</span><span>$213,600 USD</span></div></div></div><div class="content-conclusion"><p><br>Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please <a href="https://abnormal.ai/aap-eeoc-statement" target="_blank"><span style="text-decoration: underline;"><em>click here</em></span></a>. If you would like more information on your EEO rights under the law, please <em><span style="text-decoration: underline;"><a href="https://abnormal.ai/eeoc-poster" target="_blank">click here</a></span></em>.</p></div>