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Area Vice President, West/South Central

Abnormal AI· Enterprise
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Remote$233.8k - $275kFull-timePosted 1w ago

About the role

Second-line sales leader responsible for overseeing multiple frontline Sales Leaders and their teams across the defined area, aiming to overachieve new annual recurring revenue quota while expanding from email into identity, AI security, and insider threat.

Responsibilities

  • Work with leaders and their teams to run the full deal cycle on named enterprise accounts (>3k mailbox organizations): initial conversation, contract, upsell conversations after onboarding.
  • Recruit and hire enterprise sellers and leaders, ensuring productive capacity and building a bench of future candidates.
  • Set productivity metrics and growth milestones for leaders and sellers, enabling consistent achievement.
  • Instill a disciplined pipeline generation approach utilizing field sales, marketing, channel partners, and sales development.
  • Build sales execution strategy for the area and drive execution through collaborative team selling.
  • Lead a data-driven organization focused on developing Leaders and Account Executives according to their skillsets and NARR results.
  • Partner with Sales Engineering Leadership to deliver product demonstrations and repeatable proof-of-concept programs as the platform expands.
  • Maintain and deepen relationships with key customers for value realization, retention, and referrals (high renewals, fast upsell, strong referrals).
  • Forecast monthly and quarterly revenue to executive leadership using disciplined deal inspection and forecast methodology.
  • Grow strategic relationships with channel partners and develop new ones.
  • Run Quarterly Business Reviews to assess sales productivity, plan execution, and progress against objectives.
  • Advocate for customers internally within Abnormal to prioritize initiatives that increase revenue.
  • Identify, cultivate, and close new executive-level (CISO/CIO/CTO) enterprise opportunities in the territory.

Qualifications

  • 10+ years of Enterprise Sales experience with a proven 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, including 2+ years of second-line leadership managing frontline sales managers (not individual contributors).
  • Proven ability to develop other leaders: coaching managers on pipeline discipline, performance management, and team-building with a history of promoting from within.
  • Experience owning strategic planning and execution across multi-team or multi-region areas, including territory design, headcount and capacity planning, and resource allocation to hit revenue targets.
  • Genuine hunter mentality with experience creating new demand, new customer acquisition, and pipeline development.
  • Consistent, sustained over-achievement across multiple years.
  • Success closing complex Enterprise sales with multiple buying influences, ideally in new or emerging solution categories.
  • Experience managing and closing deals of $200K+ and transactions above $1M+.
  • Ability to build executive-level relationships with partners and customers.
  • Strong presentation and communication skills with the ability to translate technical features into business value.
  • Fluency in consultative, value-based sales methodologies (e.g., Force Management, Challenger Sale, MEDDIC).
  • Comfort operating in a fast-paced, scaling environment where the playbook is evolving.

Skills

Required:Enterprise sales leadershipStrategic planning and territory design

Benefits

  • Base salary range: $233,750—$275,000 USD
  • In addition to base salary, eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
Last updated Oct 17, 2026. Interested? Apply on the company site.

About Abnormal AI

The Behavioral Security Platform for the AI era.

AI SecurityAbnormal Behavioral Security PlatformBehavioral SecurityEmail SecurityIdentity SecurityInsider ThreatPlatformenterprise-infrastructure
Company profileWebsite

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