Abnormal

Role Description A new hire's first days at Abnormal shape how fast they ramp and how long they stay. We run that experience globally through Becoming Abnormal and a growing set of onboarding and manager-enablement programs. As our Learning Experience Facilitator, you will lead live sessions that people remember, build and refine the content behind them using adult-learning principles, and own the coordination and measurement around each program. You will work AI-native, using AI tools to design and personalize learning faster than traditional cycles allow. Abnormal's goal is to be the #1 place in the world for AI transformation. You will be eager to learn, question, and experiment with cutting-edge AI tooling, and you will bring that same curiosity and experimentation to every new hire and manager you teach. - Facilitate live onboarding and enablement sessions across regions — virtual and in person — owning the room from open to close. - Design and author session content grounded in adult-learning science (the AGES model: Attention, Generation, Emotion, Spacing). - Coordinate programs across regions and stakeholders: scheduling, cohort logistics, and moving pieces across time zones. - Measure learning impact, run feedback loops, and translate what you learn into concrete program improvements. - Extend facilitation beyond onboarding into manager enablement and other People programs as the team scales. - Operate AI-native: use AI tools to draft, personalize, and refresh content — and model that mindset for the people you teach. Qualifications - 4+ years facilitating live learning for adult professionals, virtual and in person, with demonstrated skill reading a room and creating psychological safety so people engage. - End-to-end program ownership: you've taken programs from idea through objectives, design, delivery, and iteration, grounded in adult-learning principles. - Creativity, original ideas, and a clear point of view on how programs should be built and improved. - Strong cross-functional collaboration and coordination across multiple stakeholders and time zones. - Excellent verbal and written communication; clear and accessible to any audience, from day-one hires to senior leaders. - Comfort adopting AI tools in daily work and an eagerness to build with them. Requirements - Onboarding-program experience at a high-growth technology company. - Experience facilitating manager or leadership enablement programs. - Familiarity with Workday Learning, another LMS, or SCORM authoring tools. - A learning-science or instructional-design background (e.g., the AGES model); multi-region experience in a security or software context. Benefits - Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. - In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. - Base salary range: $114,800 — $135,000 USD. Company Description Abnormal AI uses AI-assisted tools to help our recruiting team prepare for candidate interviews. These tools analyze resume content and role requirements to suggest interview questions and identify areas for the interviewer to explore. They do not make hiring decisions or screen candidates automatically. Every decision about a candidacy is made by a person. Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.

Role Description Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization in our Belgium team. This team is responsible for driving new business growth by acquiring small to medium-sized customers and expanding Abnormal’s footprint in the market. This is a full-cycle sales role, where the Account Executive will own the entire sales process, from initial prospecting through to deal closure, within a defined territory. The ideal candidate will bring a strong hunter mindset, a genuine passion for cybersecurity, experience collaborating in team-selling environments, and the drive to make an immediate impact. - Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota. - Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. - Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them to hit sales targets. - Work with Customer success to ensure a timely renewal and expansion sale 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. Qualifications - 2+ years of experience selling in cybersecurity. - 4 Years in an individual contributor role. - Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners). - Strong at qualifying needs and presenting ROI-driven value to stakeholders. - Executes a repeatable sales process with focus and time management. - Navigates internal and customer buying processes effectively. - Gathers and applies customer insights to improve execution. - Thrives in early-stage, resource-constrained environments. - Collaborates cross-functionally (SEs, Marketing, Product, CS). Nice to Haves - MEDDIC, MEDDPICC, or Command of the Sale sales methodology training. Company Description Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

Role Description You're an experienced, customer-obsessed technical support professional with a passion for solving complex problems in high-stakes environments. With 4+ years of experience, you've developed a track record of supporting enterprise customers, driving technical investigations, and advocating for continuous product improvement. You're energized by the evolving threat landscape in email and SaaS security, and you're excited to support a platform that uses behavioral AI to stop the attacks others miss. You're equal parts communicator, troubleshooter, and customer champion—committed to delivering exceptional support and building customer trust at every step. Qualifications - A technically curious and customer-focused support professional with 4+ years of experience in technical support, ideally within cybersecurity, enterprise SaaS, or API-driven platforms. - Knowledgeable in email security fundamentals, SaaS environments, and cloud ecosystems such as Microsoft 365, Google Workspace, Slack, Okta, Splunk, CrowdStrike, Cortex SOAR, REST APIs, and Zoom. - Skilled at troubleshooting complex technical issues, analyzing logs, and partnering cross-functionally with Engineering and Product teams to drive resolution. - An excellent communicator who can clearly explain technical concepts to both technical and non-technical audiences. - Familiar with tools like Salesforce, Jira, and Confluence to manage workflows and collaboration effectively. - Someone who values continuous learning, operational efficiency, and delivering exceptional customer experiences. - Comfortable leveraging AI-powered tools and GPT-based assistants to improve troubleshooting, workflows, and support outcomes. Requirements - 4+ years of experience in technical support within cybersecurity, SaaS, or enterprise technology environments. - Strong understanding of email security concepts and modern cloud/SaaS ecosystems. - Experience troubleshooting APIs, integrations, and enterprise platform configurations. - Ability to investigate and resolve technical issues through log analysis and cross-functional collaboration. - Strong written and verbal communication skills. - Experience working with Salesforce, Jira, Confluence, or similar support and collaboration tools. - Customer-first mindset with a strong focus on problem-solving and operational excellence. - Experience using AI tools or AI-powered support platforms is highly preferred. Benefits - Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. - This role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. - Base salary range: $31.25 — $44.96 USD Company Description Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.

Role Description Abnormal AI is revolutionising cybersecurity by leveraging AI-native technologies to combat modern cyber threats. Behind every fast-moving go-to-market motion is a platform that makes it possible — and that's what the AI GTM Platform team builds. We're the engineering team powering the forward-deployed product teams who sit shoulder-to-shoulder with our customers and internal stakeholders, turning enterprise pain points into shipped product on timelines traditional enterprise cycles can't match. If you love building leverage — tools, systems, and platforms that multiply the impact of others — and want to own products through every stage of their lifecycle, this role is for you. As part of the AI GTM Platform team, you will: - Build the platform that powers the field. - Design and ship the internal products, APIs, and services that let our forward-deployed teams prototype, validate, and scale customer-facing solutions with unusual speed. - Own the full product lifecycle — 0→1, 1→10, and 10→100. - Work across Experimental, Early Access, and General Availability stages of platform products. - Work in one of the most dynamic problem spaces in the business. - Leverage AI-augmented development. - Combat modern cyber threats at scale. - Partner closely with customers and the field. Qualifications - 3+ years of professional experience in software development. - Backend development experience with Python, TypeScript, or Go. - Solid fundamentals in at least one modern frontend framework (React, Angular, or Vue). - Familiarity with — or genuine curiosity and willingness to learn — AI coding assistants as part of your everyday workflow. - Experience or strong interest in building scalable, enterprise-grade applications. - Knowledge of cloud platforms (AWS, GCP, or Azure) and containerization (Docker, Kubernetes). - Strong fundamentals in computer science, data structures, and performance optimisation. Requirements - Experience building internal platforms, developer tools, or systems used by other engineering and product teams. - Background in taking products through multiple maturity stages (prototype → pilot → scale). - Exposure to GTM, sales engineering, solutions engineering, or other customer-facing engineering environments. Benefits - A rare breadth of surface area across experimental prototypes, early-access pilots, and fully productised GA systems. - Build for the sharpest users — technical, fast-moving teams closest to our enterprise customers. - Direct line to business impact — measured by how much faster the business moves as a result. - AI-native engineering culture — real room to experiment with and shape how the team uses AI tools. - Mission that matters — protect the world's largest enterprises from sophisticated cyber attacks. Company Description Ready to be part of the AI transformation at Abnormal Security? Once you apply, you'll be invited to our AI-Augmented Development Challenge, where you'll gain hands-on experience with AI coding assistants to build real-world application features. This challenge is a take-home assignment requiring 2–4 hours of work to be completed within one week — apply when you're ready! Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.

Role Description Abnormal AI is seeking a Channel Account Manager to join our Channel Management team. This role is pivotal in supporting our sales efforts by developing and managing key relationships with channel partners across the DC, Maryland, and Virginia region. As part of a highly collaborative and detail-oriented team, you will build strong relationships with both national and regional partners. You’ll work cross-functionally with sales, marketing, and technical teams to align go-to-market strategies, drive partner engagement, and support the successful execution of joint sales efforts. Your ability to adapt to diverse stakeholder needs—from executives to technical staff—will be essential as you represent Abnormal's value in a competitive market. What you will do - Drive partner-sourced pipeline and bookings by identifying and onboarding high-impact partners, including national, regional, and MSSP channels. - Collaborate with internal channel and sales leadership to develop targeted recruitment and enablement strategies. - Create and maintain Partner Account Plans with top partners, incorporating measurable sales, marketing, and enablement objectives. - Coordinate demand generation activities with channel marketing to drive awareness and qualified leads. - Align closely with regional sales teams to connect top prospects with suitable partners, facilitating measurable pipeline growth. - Serve as a strategic liaison between Abnormal’s field leadership and partner executives, ensuring alignment and collaboration across organizations. - Conduct regular training and knowledge-sharing sessions to ensure partner teams are fully equipped to position and sell Abnormal's offerings. - Represent partner interests internally and advocate for high-quality execution of co-marketing, certification, and partner program initiatives. - Take ownership of national partner relationships and drive quarterly planning and enablement to strengthen these engagements. - Develop expertise in key areas of channel operations (e.g., deal registration, enablement programs, incentive platforms), and lead knowledge-sharing across the team. Qualifications - Proven success applying a structured channel methodology to drive measurable outcomes. - Experience working with and having a strong understanding of partner dynamics in the region. - Strong communication and presentation skills, with the ability to clearly convey complex value propositions to a variety of audiences. - Highly organized, with the ability to manage competing priorities and follow through on deliverables. - Demonstrated ability to work cross-functionally with sales engineering, marketing, business development, and customer success teams. - A proactive, solution-oriented approach, especially in dynamic or resource-constrained environments. - Viewed as a trusted collaborator and strategic partner by internal stakeholders, capable of contributing to broader business discussions beyond core channel activities. Requirements - Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. - In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. - Base salary range: $140,280 — $165,000 USD. Company Description Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.

Role Description 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. - Cultivate executive-level relationships across our partner ecosystem—spanning national, regional, and MSSP channels. - Work cross-functionally with channel management, sales engineering, marketing, and field sales. - Lead with a channel-first mindset, coaching sellers on partner dynamics, deal registration, co-sell execution, and partner enablement. What you will do - Recruit and hire a world-class team of channel-focused sellers, on time and on budget. - Clearly articulate, manage, and enable sellers to hit all key productivity metrics. - Instill a disciplined approach to channel pipeline generation. - Develop an overall channel account strategy for the region. - Partner closely with Sales Engineering to equip channel teams with outstanding product demonstrations. - Build and strengthen relationships with key channel partners. - Effectively forecast monthly and quarterly channel revenue to executive leadership. - Develop strategic relationships with existing channel partners and drive recruitment of new high-impact partners. - Facilitate Quarterly Business Reviews with top partners and internal stakeholders. - Identify, cultivate, and close new enterprise business at executive levels through and with channel partners. - Own revenue responsibility for channel-sourced and channel-influenced new annual recurring revenue. - Serve as a voice for the partner and customer with internal teams. Qualifications - 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. - 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. - Deep understanding of channel partner dynamics, including VAR, MSSP, national partner, and distribution models. - Strong communication and presentation skills. - Familiarity with consultative, value-based sales methodologies. - Demonstrated ability to work cross-functionally with various teams. - Comfortable operating in a fast-paced, high-growth environment. Benefits - Base salary range: $198,900 — $234,000 USD. - This role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Company Description Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.

Role Description Abnormal Security is looking for an ambitious and growth-minded Senior Product Manager to drive innovation across our flagship product lines. As a Senior Product Manager, you are relied upon to own product definition, set initial product strategy, and build a 12‑month roadmap for one complex or multiple moderately complex product areas. You will lead cross-functional teams across Engineering, Design, Data, and GTM, and be the most knowledgeable person in the company for your product domains—trusted to represent them to leadership, GTM, and customers. This is a high-ownership, high-autonomy role for a PM who can move seamlessly between customer problems, technical and AI-focused tradeoffs, and business outcomes, while raising the bar for product quality and execution across the organization. What You Will Do - Own strategy, roadmap, and outcomes for complex product areas. - Define and evolve a 9–12 month roadmap for one or more complex, high-impact product surfaces, ensuring clear prioritization against customer value, security outcomes, and business impact. - Frame and solve high-ambiguity customer problems. - Run discovery, design partnerships, and structured feedback programs to deeply understand customer pain, synthesize insights, and translate them into crisp problem statements, product briefs, and measurable outcomes. - Lead cross-functional execution from concept to adoption. - Drive the end-to-end product lifecycle—from problem framing and PRDs to launch, instrumentation, and iteration—partnering closely with Engineering, Design, Data, Sales, and Customer Success to ship high-quality features at velocity. - Shape product strategy and GTM tactics. - Contribute to divisional strategy and GTM plans, influencing how we position the product, sequence major initiatives, and tell the value story to customers, prospects, and internal stakeholders. - Own metrics, experimentation, and continuous improvement. - Define and track KPIs for your product lines (e.g., adoption, engagement, incident reduction, revenue impact), run experiments, and use data to refine direction and inform investment decisions. - Represent your product externally and with leadership. - Serve as the domain expert for your product areas in customer calls, escalations, executive reviews, and roadmap discussions—communicating clearly, managing tradeoffs, and building trust across the organization. - Lead in an AI-native way of working. - Use AI tools (e.g., ChatGPT/Claude, v0, analytics platforms) and rapid prototyping to accelerate discovery, research, documentation, and UX exploration—raising the standard for how product work gets done at Abnormal. - (Optional, depending on role) Mentor or manage other PMs. Qualifications - 7+ years of product management experience in software, with a strong track record of owning complex product areas end-to-end in B2B SaaS or similarly technical domains. - Proven experience working on deeply technical products, collaborating closely with engineering on architecture, scalability, or AI/ML–driven features, and reasoning through technical tradeoffs and constraints. - Demonstrated ability to own product strategy, definition, and roadmap for a product line or multiple complex surfaces—including problem framing, opportunity sizing, prioritization, and success metrics. - Strong analytical and problem-solving skills, with comfort using data (dashboards, experiments, or SQL/analysis in partnership with Data) to inform decisions and refine product direction in ambiguous spaces. - Excellent communication and cross-functional leadership, with the ability to drive alignment across Engineering, Design, GTM, and executives, and to represent the product in high-stakes or customer-facing scenarios. - High ownership, operational excellence, and attention to detail across documentation, planning, stakeholder management, and launch execution. - A growth mindset and willingness to learn quickly in a fast-paced, AI-native environment, including integrating new tools and workflows into your day-to-day product practice. Nice-to-Have Qualifications - Experience in enterprise SaaS / B2B environments, ideally in cybersecurity, security operations, identity, posture management, or adjacent technical domains. - Prior experience working as a software engineer, data scientist, or similarly technical role, or equivalent hands-on experience with complex distributed systems or AI-driven products. - Experience with data analysis and experimentation (e.g., comfort working with analytics tools, experimentation platforms, or SQL in partnership with Analytics). - Familiarity with AI-native workflows and rapid prototyping tools (e.g., Claude/ChatGPT, v0, Figma) to speed up discovery, ideation, and validation. - Background working closely with GTM teams (Sales, Marketing, Customer Success, Support) on launches, enablement, and customer-facing messaging and demos. Benefits - Base salary range: $164,500 — $236,500 USD. - This role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Company Description Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.

Role Description We’re looking for a Technical Program Manager who excels at driving execution for AI-driven SaaS products. This is a unique yet exciting opportunity to join and contribute to Abnormal's Research & Development Operating System. The creation of a predictable, reliable, and standardized R&D process is crucial for Abnormal's future strategy and success. To continue thriving in business, Abnormal is developing several new products and features that use AI technologies. Technical Program Managers will provide a consistent framework and execution fabric as the foundation for delivering these products. In this role, you’ll partner closely with the Platform Infrastructure team(s) to architect, define, and execute systems that ensure programs run predictably, efficiently, and with high visibility. The ideal profile thrives in an entrepreneurial environment, handling competing priorities and ambiguity with confidence. You have a growth mindset and are a quick and keen learner. - Project / Program Management & Organization: Excellent project manager with delivering large, cross-functional, complex projects. Able to take complex technical requirements and translate them into program plans. - Exceptional communicator: Able to effectively collaborate with both technical and non-technical stakeholders in both written and verbal form. - Works well in ambiguity: Ability to be a kickstarter, especially in this initial engine-building phase. - Ownership: Goal-oriented with an ownership mentality. Ability to self-organize, pull in resources with clear expectations, and drive successful outcomes. - Continuous improvement: Committed to personal and professional growth, with a constant desire to improve, create value, and make your team better. Growth mindset and grit will be key traits to success. - Technical Capabilities: Leverage a technical background to support engineering in technical design and gain credibility. Responsibilities - Translate complex technical requirements from Product Engineering, Platform and Infrastructure Engineering, ML Engineering, and other critical stakeholders into program plans with clearly defined milestones, owners, and deadlines. - Drive programs and manage project schedules by determining dependencies across project teams, proactively addressing risks, and reporting progress to stakeholders to ensure on-time delivery of program deliverables. - Participate in technical strategy development and resource planning with engineering and product partners. - Build strong relationships with key stakeholders to drive alignment and progress toward shared goals. - Design, establish, and iterate on best practices and repeatable processes for operational excellence, including incident management and leading post-mortems. Qualifications - 1-3 years of professional experience in Technical Program or Project Management. - 1-3 years of experience supporting software engineering teams. - A Bachelor's degree in Engineering or a closely related discipline. - Experience with product lifecycle management and product operations best practices. - Experience working with SaaS products like Jira and an understanding of SQL. - Experience working in iterative, fast-paced weekly release environments, leveraging agile and scrum processes for planning, execution, and delivery. - Capable of translating and communicating highly technical requirements in a pragmatic way that focuses on customer or business impact. - Curiosity for AI-first security products and a desire to influence how they reach customers successfully. Compensation Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Base salary range: $110,900 — $159,500 USD. Equal Opportunity Employer Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.

About the Role 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. The ideal candidate for this role will be based in the {Insert Region} and bring the following skillset: - 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. What you will do - 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. Must Haves - 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 #LI-OB1 Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Base salary range: $144,500—$170,000 USD Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

About You - Enterprise Account Hunter: Demonstrated 7+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos, and growing major accounts against incumbents. - Skill in negotiating with large organizations and closing complex sales. - Proven performer with consistent over quota performance and/or top 5% of sales org - Technically competent: Conversant in key areas: security, email, cloud, AI, etc. - Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel - Start-up experience: Success at a company that was early stage, underdog, or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.) - BS/BA degree or equivalent work experience In this job, you will bring these skills - Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel, and Customer referrals. - Good qualifier: Ability to uncover/discover customer problems and pains. - Good presenter: ability to present and demonstrate value based on customer pain points. - Disciplined in sales methodology/time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality - Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders - Ability to extract, document and organize lessons, knowledge and information about customers - Ability to guide internal stakeholders through their own internal buying processes - Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations - Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success. Role Responsibilities - Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota - Work enterprise accounts (2k+ mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. - Prospect and generate new business opportunities with enterprise accounts (2k+ mailbox organizations) to supply enough pipeline for them to hit sales targets. - Work with Customer success to ensure a timely renewal and expansion sale 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. #LI-LB2 Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Base salary range: $144,500—$170,000 USD Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.