Area Vice President, West/South Central

Cybercrime doesn't wait for anyone to catch up to it, and neither does Abnormal AI. As a second-line sales leader reporting to the VP of Enterprise Sales, you'll own the sales teams across your defined area, overseeing multiple frontline Sales Leaders and their teams, with a mandate to overachieve new annual recurring revenue quota for the region.

You'll be leading through one of the more exciting stretches in the company's history: growing 40%+ year over year, protecting more than 4,500 customers including over 25% of the Fortune 500, and expanding fast from email into identity, AI security, and insider threat.

Responsibilities

• Work with your leaders and their teams to run the full deal cycle on named enterprise accounts (>3k mailbox organizations)
• Recruit and hire a world-class team of enterprise sellers and leaders
• Set clear productivity metrics and growth milestones for your leaders and sellers
• Instill a disciplined approach to pipeline generation
• Build the sales execution strategy for your area and drive the execution and collaborative team selling
• Lead a data-driven business that develops each Leader and Account Executive
• Partner closely with Sales Engineering Leadership to deliver outstanding product demonstrations
• Maintain and deepen relationships with key customers
• Forecast monthly and quarterly revenue to executive leadership
• Grow strategic relationships with existing channel partners while developing new ones
• Run Quarterly Business Reviews
• Be the customer's advocate inside Abnormal
• Identify, cultivate, and close new business at the executive level

Must Haves

• 10+ years of Enterprise Sales experience with a demonstrated track record of exceeding quota selling security, networking, and/or software solutions
• 5+ years leading a sales team focused on new business and new logo growth
• Proven ability to lead and develop other leaders
• Experience owning strategic planning and execution across a multi-team or multi-region area
• A genuine hunter mentality
• A track record to back it up: consistent, sustained over-achievement
• Success closing complex Enterprise sales with multiple buying influences
• Experience managing and closing deals of $200K+
• A demonstrated ability to build strong relationships with partners and customers at the executive level
• Strong presentation and communication skills
• Fluency in consultative, value-based sales methodologies