Regional Channel Sales Director, Abnormal Security
East
$83.9-98.7k
+ Equity
Cloud email security platform
Open for applications
Cloud email security platform
501-1000 employees
Open for applications
$83.9-98.7k
+ Equity
501-1000 employees
Company mission
To make the cloud a safer place for businesses.
Role
Who you are
- 5+ years of 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 sales with multiple buying influences in new or emerging solution categories
- 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
What the job involves
- Recruit and hire a world class team of sellers, on time and on budget
- Clearly articulate, manage and enable 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
- Own responsibility for the sales team in your defined territory with the goal to overachieve new annual recurring revenue quota for the region
- Work with your team to focus on selling to accounts from initial conversations through signing a contract and up-selling once they’re a customer
- Recruit and hire a team that meets the projected productive capacity of the region while staying within budget. Build and maintain a bench of future candidate relationships to stay ahead of team changes
- Lead a data-driven business that develops each Account Executive in the most critical areas to advance their skillset and NARR results
- Maintain relationships with key region customers to ensure timely renewal and upsell opportunities
- Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue
Our take
Fraud involving impersonation is one of the top causes of online financial crime. Criminal tactics like email account spoofing, where the criminal impersonates an official account to steal personal information or money, are rife. Abnormal Security is a startup aimed at handling these hyper-targeted and personalized email attacks by analyzing communications and identifying potential fraud before it can take place.
The fraud detection space is extremely competitive but Abnormal Security differentiates itself through its focus on the threat of impersonation rather than a spectrum of threats. This has allowed it to amass a wealth of data relating specifically to high-risk impersonation attacks, analyzing over 45,000 signals to detect any anomalies.
Its specialized approach has fueled rapid growth, leading to a $4B valuation after a Serice C Funding round. Now, Abnormal plans to double down on product development and expand internationally, prioritizing markets where data security laws necessitate a local presence. By staying focused on impersonation, Abnormal Security positions itself as a formidable force in the fight against online financial crime.
Freddie
Company Specialist at Welcome to the Jungle
Insights
11% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Aug 2024
$250m
SERIES D
May 2022
$210m
SERIES C
Total funding: $534m
Company benefits
- Healthcare
- Flexible PTO
- 401k
- One Medical
- Flexible Spending Account
- Mental Health Resources
- Home Office Stipend
- Monthly Internet & Phone Stipend
- Health and Wellness Stipend
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Evan Reiser
(CEO)Having started their career as a Software Engineer, co-founded GamerNook.com, Bloomspot, and Adstack before spending 3 years at Twitter. Co-founded Abnormal Security in April 2018, and has been CEO since.
Sanjay Jeyakumar
(CTO)Previously Senior Software Engineer at Twitter and Google. Was also Software Architect at TellApart.
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