[Hiring] Regional Director, Sales @Abnormal

Role Description

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.

• Recruit and hire a world-class team of enterprise sellers, on time and on budget.
• Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth.
• Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.
• Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.
• Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation/proof-of-concept program.
• 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.
• Effectively forecast monthly/quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
• Develop strategic relationships with existing channel partners and the development of new channel partners.
• Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.
• Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory.

Qualifications

• 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.
• 3+ years leading a sales team focused on growing new business and new logos.
• Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline.
• A winner, someone who holds themselves accountable to consistent over-achievement.
• Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories.
• Experience managing and closing deals of $200K+ as well as high value transactions above $1m+.
• Experience establishing and fostering strong relationships with potential partners and customers at executive levels.
• Strong presentation and communications skills, competent translating technical features into business value.
• Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.).
• Outstanding verbal, written, and presentation skills.
• Comfortable working in a highly fast-paced environment.

Requirements

• Must be based in the New York metropolitan area, including Northern New Jersey or Connecticut.

Benefits

• Base salary range: $197,650 — $232,500 USD.
• This role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.

Company Description

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.