Area Vice President of Enterprise Sales, Abnormal AI
West/South Central
$233.8-275k
Cloud email security platform
Be an early applicant
Cloud email security platform
1001+ employees
Be an early applicant
$233.8-275k
1001+ employees
Company mission
To make the cloud a safer place for businesses.
Role
Who you are
- 10+ years of Enterprise Sales experience with a demonstrated 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 experience managing frontline sales managers, not individual contributors directly
- Proven ability to lead and develop other leaders: coaching managers on pipeline discipline, performance management, and their own team-building, with a track record of promoting from within
- Experience owning strategic planning and execution across a multi-team or multi-region area, including territory design, headcount and capacity planning, and resource allocation to hit an area-level revenue target
- A genuine hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline
- A track record to back it up: consistent, sustained over-achievement, not a single good year
- Success closing complex Enterprise sales with multiple buying influences, ideally in new or emerging solution categories
- Experience managing and closing deals of $200K+, along with high-value transactions above $1M+
- A demonstrated ability to build strong relationships with partners and customers at the executive level
- Strong presentation and communication skills, with the ability to translate technical features into business value
- Fluency in consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)
- Comfort operating in a fast-paced, still-scaling environment where the playbook is being written as you go
What the job involves
- Cybercrime doesn't wait for anyone to catch up to it, and neither do we
- As a second-line sales leader reporting to the VP of Enterprise Sales, you'll own the sales teams across your defined area, overseeing multiple frontline Sales Leaders and their teams, with a mandate to overachieve new annual recurring revenue quota for the region, not just meet it
- You'll be leading through one of the more exciting stretches in the company's history: we're growing quickly, protecting more than 5,000 customers including 30% of the Fortune 500, and expanding fast from email into identity, AI security, and insider threat
- That means your teams have more surface area to sell, more room to build, and more impact to make than they would leading an area at a mature market leader
- Work with your leaders and their teams to run the full deal cycle on named enterprise accounts (>3k mailbox organizations): first conversation, contract signature, and the upsell conversations that follow once they're a customer
- Recruit and hire a world-class team of enterprise sellers and leaders, on time and on budget, meeting the area's projected productive capacity and building a bench of future candidate relationships so you're never caught flat-footed by team changes
- Set clear productivity metrics and growth milestones for your leaders and sellers, and enable them to consistently hit them
- Instill a disciplined approach to pipeline generation, activating every resource available: field sales, marketing, channel partners, and sales development, to accelerate new business
- Build the sales execution strategy for your area and drive the execution and collaborative team selling that brings it to life
- Lead a data-driven business that develops each Leader and Account Executive in the areas that matter most for their skillset and their NARR results
- Partner closely with Sales Engineering Leadership to deliver outstanding product demonstrations and a repeatable proof-of-concept program, especially as our platform expands beyond email into identity, AI security, and insider threat
- Maintain and deepen relationships with key customers around value realization and retention: high renewal rates, fast upsell expansion, and strong referrals
- Forecast monthly and quarterly revenue to executive leadership through disciplined deal inspection and a consistent forecast methodology
- Grow strategic relationships with existing channel partners while developing new ones
- Run Quarterly Business Reviews that give a clear read on sales productivity, plan execution, and progress against strategic objectives
- Be the customer's advocate inside Abnormal, working with Sales Engineering, Product, and Marketing to get the right things prioritized so more revenue closes
- Identify, cultivate, and close new business at the executive level (CISO/CIO/CTO) in enterprise accounts across your designated territory
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.
Share this job
View 37 more jobs at Abnormal AI