Account Executive, SLED (Sacramento only)

Overview

Enterprise Account Executive on the SLED team, selling Abnormal AI's behavioral AI security solutions into large State, Local, and Education agencies within a defined territory. The ideal candidate is local to the Sacramento area.

What you'll do

• Sell Abnormal AI solutions to large Enterprise SLED agencies with a mandate to overachieve new annual recurring revenue quota.
• Run the full deal cycle in your accounts: first conversation, technical evaluation, contract signature, and the upsell conversations that follow.
• Prospect and build new business opportunities to keep your pipeline ahead of target.
• Sell a platform that is expanding from email security into identity, AI security, and insider threat.
• Partner with Customer Success to protect timely renewals and surface expansion opportunities.
• Keep data accurate across Salesforce, Highspot, and Close Plan.
• Act as the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing to get the right things prioritized.

What you'll need

• 8+ years of direct (not overlay) enterprise sales experience prospecting and closing large, complex SLED accounts.
• A proven track record of closing new account logos and growing existing accounts through cross-sell and upsell within the State of California.
• Negotiation skill that holds up against large organizations and complex, multi-stakeholder sales cycles.
• A track record of consistent over-quota performance, ideally top 5% of your sales org.
• Technical fluency across security, email, cloud, and AI, enough to hold your own in a conversation with a security or IT leader.
• Cybersecurity or security-adjacent SaaS sales experience, selling subscription software to CISOs and security personnel.
• A builder's mindset: experience thriving in early-stage, underdog, or challenger environments and building territory with limited resources.
• Comfort selling within a company that is still writing its next chapter.

Nice to have

• Hunter skills: disciplined early pipeline development and prospecting into large state and local government agencies.
• Skilled at leveraging the five demand generation pillars: AE prospecting, SDRs, marketing, channel partnerships, and customer referrals.
• Strong qualifier able to uncover public sector pain points and map them to value-driven solutions.
• Effective presenter who tailors demos and messaging to government stakeholders.
• Process-oriented with a consistent sales methodology and strong time management across multiple deals.
• Experienced in building business cases quantifying ROI for IT, procurement, and leadership audiences.
• Skilled at guiding public sector customers through internal buying processes, including procurement and RFP cycles.
• Resilient and resourceful with a track record of success in early-stage environments.
• Effective at leveraging Sales Engineering, Marketing, BDRs, Product, and Customer Success.

Details

• Location: Sacramento area required (candidate must be local to Sacramento).
• Base salary range: $157,250 to $185,000 USD, plus potential bonus or incentive compensation, equity, and benefits.