Regional Director of Channel Sales, Abnormal AI
$198.9-234k
Cloud email security platform
Open for applications
Cloud email security platform
1001+ employees
Open for applications
$198.9-234k
1001+ 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 quotas selling security, networking, and/or software solutions through or with channel partners
- 3+ years leading a channel sales team focused on growing new business and new logos via partner-led and co-sell motions
- Strong hunter mentality with direct experience managing teams responsible for building partner pipelines, sourcing new demand through the channel, and acquiring net-new customers
- Proven ability to hold yourself and your team accountable to consistent over-achievement in a channel-driven sales environment
- Successful experience closing complex sales with multiple buying influences - including partner and end-customer stakeholders - in new or emerging solution categories
- Deep understanding of channel partner dynamics, including VAR, MSSP, national partner, and distribution models, with experience managing executive-level partner relationships
- Strong communication and presentation skills; able to clearly convey complex value propositions to a range of audiences including partner executives, technical staff, and end-customer C-suite
- Familiarity with consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.) as applied in channel and co-sell environments
- Demonstrated ability to work cross-functionally with channel management, sales engineering, marketing, and customer success to drive aligned, partner-first go-to-market execution
- Comfortable operating in a fast-paced, high-growth environment with the organizational skills to manage competing priorities across a distributed partner ecosystem
What the job involves
- Abnormal AI is seeking a Regional Sales Director to lead and scale our Channel Sales team across the western region
- This role is central to driving partner-led revenue growth, new logo acquisition, and channel-sourced pipeline through a high-performing team of channel-focused sellers
- As part of a highly collaborative and results-driven organization, you will recruit world-class talent, build and execute regional channel strategies, and cultivate executive-level relationships across our partner ecosystem—spanning national, regional, and MSSP channels
- You'll work cross-functionally with channel management, sales engineering, marketing, and field sales to align go-to-market motions, enable partners at scale, and accelerate joint selling efforts
- Your ability to lead with a channel-first mindset - coaching sellers on partner dynamics, deal registration, co-sell execution, and partner enablement - will be essential as you represent Abnormal's value in a competitive and rapidly evolving market
- Recruit and hire a world-class team of channel-focused sellers, on time and on budget, while maintaining a bench of future candidate relationships to stay ahead of team changes
- Clearly articulate, manage, and enable sellers to hit all key productivity metrics - including partner-sourced pipeline, partner-influenced bookings, and new logo acquisition through the channel
- Instill a disciplined approach to channel pipeline generation by leveraging partner relationships, field sales alignment, channel marketing, and sales development resources to accelerate new business
- Develop an overall channel account strategy for the region, resulting in strong co-sell execution, collaborative team selling, and measurable partner-driven outcomes
- Partner closely with Sales Engineering to equip channel teams with outstanding product demonstrations and a repeatable technology validation and proof-of-concept program for partner-led opportunities
- Build and strengthen relationships with key channel partners - including national partners, regional VARs, and MSSPs - focused on mutual growth, enablement, and joint go-to-market execution
- Effectively forecast monthly and quarterly channel revenue to executive leadership through disciplined deal inspection, deal registration oversight, and forecast methodology
- Develop strategic relationships with existing channel partners and drive recruitment of new high-impact partners to expand the regional ecosystem
- Facilitate Quarterly Business Reviews with top partners and internal stakeholders to measure channel productivity, plan execution, and progress against strategic objectives
- Identify, cultivate, and close new enterprise business at executive levels (CISO/CIO/CTO) through and with channel partners in the designated territory
- Own revenue responsibility for channel-sourced and channel-influenced new annual recurring revenue in your defined territory, with a clear mandate to overachieve quota
- Serve as a voice for the partner and customer with internal teams - including Channel Management, Sales Engineering, Product, and Marketing - to ensure appropriate prioritization and support to close more revenue through the channel
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 AI is a startup aimed at handling these hyper-targeted and personalised email attacks by analysing communications and identifying potential fraud before it can take place.
The fraud detection space is extremely competitive, but Abnormal AI 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 specialised approach has fuelled rapid growth, leading to a $5B valuation after a Series D Funding round in 2024. Now, Abnormal plans to double down on product development and expand internationally, prioritising markets where data security laws necessitate a local presence. By staying focused on impersonation, Abnormal AI 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
Spring Valley, NV
Leadership
Evan Reiser
(Co-Founder & 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
(Co-Founder & CTO)Previously Senior Software Engineer at Twitter and Google. Was also Software Architect at TellApart.
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