Regional Director of Sales, Abnormal Security
Southeast
$189.1-222.5k
More information about location
Cloud email security platform
Posted today
Cloud email security platform
501-1000 employees
Posted today
$189.1-222.5k
More information about location
501-1000 employees
Company mission
To make the cloud a safer place for businesses.
Role
Who you are
- Team builder and talent magnet with a track record of hiring, onboarding, and developing high-performing enterprise sellers on time and within budget
- Metrics-driven leader skilled at defining, tracking, and managing seller productivity KPIs and aligning them with revenue milestones
- Pipeline architect experienced in building robust pipelines by activating all demand channels: AE prospecting, SDRs, marketing, partners, and customer advocates
- Strategic seller who partners with sellers on account planning, opportunity strategy, and C-level engagement to drive consistent execution across the region
- Pre-sales collaborator adept at working with Sales Engineering to deliver tailored, compelling demos and scalable proof-of-concept processes
- Customer expansion champion focused on delivering value realization, retention, and upsell growth through trusted executive relationships
- Forecasting expert with a disciplined, methodical approach to pipeline inspection and forecasting — grounded in frameworks like MEDDICC
- Channel strategist who knows how to build, activate, and grow partnerships to complement direct sales and expand market reach
- Performance optimizer who runs crisp, actionable QBRs to evaluate sales performance, measure progress, and drive continuous improvement
- Hands-on closer with the ability to engage and close complex enterprise deals at the CISO/CIO/CTO level, leading from the front when needed
- 10+ years of Enterprise 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 Enterprise sales with multiple buying influences in new or emerging solution categories
- Experience managing and closing deals of $200K+ as well high value transactions above $1m+
- 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
- Abnormal AI is seeking a seasoned sales leader to oversee and grow a team within our Enterprise Sales organization
- You will be responsible for building and leading a high-performing team of Enterprise sellers focused on landing and expanding strategic accounts
- You will serve as the regional sales leader, setting the vision, driving execution, and enabling your team to succeed through disciplined process, collaboration, and strong go-to-market alignment
- Recruit and hire a world class team of enterprise sellers, on time and on budget
- Clearly articulate, manage and enable enterprise 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
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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