Description
AI is rewriting how every company works, and everyone is racing to figure out how to secure it. We have, and we need someone to take it to market.
The AI Security Sales Executive is a quota-carrying sales role dedicated to Abnormal's AI Security suite: five products built to help customers govern AI, secure AI, and defend against rogue AI. You will work alongside the Account Executives who know our customers best: joining land motions, driving AI Security expansion across our 5,000+ customers, and running focused outbound to win net new logos in the largest enterprises.
Responsibilities
- Own AI Security in your region. Carry the AI Security quota and run the sales cycle from first conversation through close.
- Drive expansion across our customer base. Lead upsell campaigns into customers who already trust Abnormal, and join land motions where AI Security belongs in the conversation.
- Run focused pipeline generation. Build a targeted, strategic outbound motion to open net new logos in the largest enterprises, partnering with the core AE where a relationship exists. Quality over volume.
- Partner with Account Executives. Work alongside the core team in your region, equip them to carry AI Security conversations, and step in on the deals that matter most.
- Go deep on the technology. Hold your own with security and platform teams on AI governance, agent security, and cloud security when a customer needs more than a standard pitch.
- Run point on design partner conversations for products still in early availability, working closely with product leadership to shape these deals and bring the right resources to the table.
- Shape the product and the playbook. Work directly with Product and R&D leadership, including our co-founder and CTO, and feed what you hear in the field back in a fast loop as the suite matures from early availability to GA.
- Build AI Security expertise across the sales team, in addition to closing.
- Stay current as the suite evolves. Availability and depth will shift quickly, and you will keep pace.
What You'll Sell Abnormal's AI Security suite includes five products, each at a different stage of availability:
- AI Governance: Discovers your AI, uncovers shadow AI, and shows who's using what and at what cost.
- AI Cloud Security: Detects and contains AI cloud breaches using behavioral AI and honeypots.
- AI Employee Guardrails: Lets employees use AI without leaking data or triggering unintended actions.
- AI Agent Security: Inventories an organization's AI agents and ensures they behave as intended.
- AI Security Workbench: Lets security teams use AI to run investigations with Abnormal's models, without guardrails.
Why This Role Matters Right Now Every security vendor is staking a claim in AI security. Abnormal has earned real credibility here through eight years of behavioral AI investment and a track record protecting email for thousands of customers. That trust is an advantage today, not a permanent one, and this role exists to make sure we capitalize on it while the window is open.
What We're Looking For
- 5+ years of quota-carrying sales experience, primarily selling into Enterprise accounts, with a proven record of personal quota attainment and winning new business.
- Hands-on experience selling an AI product, with enough technical and product depth to run the sales cycle as the expert and give our product team credible feedback.
- A record of selling in security or closely adjacent infrastructure.
- Technical depth and curiosity: comfort discussing AI architecture, cloud security concepts, and how behavioral models work, in enough detail to earn trust with technical buyers.
- A consultative, challenger style, paired with the hunter instincts to run strategic outbound into new logos.
- Comfort operating in ambiguity. The suite and the motion for selling it are still evolving, and much of the playbook will be written by whoever takes this role on.
- Strong cross-functional instincts. You will partner closely with Account Executives, Sales Engineering, and product leadership, and you will work autonomously between those touchpoints.
Nice to Haves
- Direct experience selling AI security, cloud security, or other emerging security categories.
- Experience as an early seller or builder of a new motion: a first sales hire, a founding seller, or a new product line launched inside a larger company.
- Experience in an overlay, specialist, or advisory role in cybersecurity or AI, or a record of selling into CISOs and security leaders.
- Experience selling early-availability products and shaping design partner deals.
Benefits Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.