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Account Executive, SLED (Sacramento only)

Abnormal AI· Public Sector
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Hybrid (Sacramento, CA)$157.3k - $185kfull-timePosted 1w ago

About the role

Enterprise Account Executive focused on selling cybersecurity solutions to large State, Local, and Education (SLED) agencies within a defined territory, with emphasis on the Sacramento area.

Responsibilities

  • Sell Abnormal AI solutions to large Enterprise SLED agencies with a mandate to overachieve new annual recurring revenue quota, not just hit it.
  • Run the full deal cycle in your accounts: first conversation, technical evaluation, contract signature, and the upsell conversations that follow once they're a customer.
  • Prospect and build new business opportunities to keep your pipeline ahead of target.
  • Sell a platform that's expanding underneath you: identity, AI security, and insider threat in addition to email security.
  • Partner with Customer Success to protect timely renewals and surface expansion opportunities.
  • Keep your data sharp across Salesforce, Highspot, and Close Plan to ensure accurate pipeline planning.
  • Be the customer's advocate inside Abnormal, coordinating with Sales Engineering, Product, and Marketing to prioritize the right initiatives.

Qualifications

  • Enterprise SLED Account Hunter: 8+ years of direct (not overlay) enterprise sales experience prospecting and closing large, complex SLED accounts.
  • Proven track record of closing new account logos and growing existing accounts through cross-sell and upsell within the State of California.
  • Negotiation skills capable of handling large organizations and multi-stakeholder cycles.
  • Consistent over-quota performance, ideally top 5% of the sales organization.
  • Technical fluency across security, email, cloud, and AI to engage with security/IT leaders.
  • Cybersecurity or security-adjacent SaaS sales experience selling subscription software to CISOs and security personnel.
  • Builder's mindset from experiences in early-stage environments, against incumbents, with ability to build territory with limited resources.

Skills

Required:Account hunting and pipeline developmentComplex deal negotiationTechnical fluency in cybersecurity, AI, and cloud

Benefits

  • base salary + potential bonus or incentive compensation, equity, and 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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