• Own business growth and market expansion for geographic region • Develop collaborative relationships with Customers, Solution Engineering, SDR, Engineering, Marketing, and Legal teams • Coordinate and manage prospect activities including POCs, demos, trials, etc. • Demonstrated experience successfully implementing systems and tactics that have wider impact on team • Commands the technical domain of service mesh, cloud infrastructure, security, and adjacent markets • Establish and implement a consistent, repeatable process; mentors peers in the process. • Self-starter on staying current with fast-moving additions to Solo.io products and related technologies such that you’re able to converse and write about • Partner with Solutions Engineering to evangelize Solo.io products and related technology through attending speaking engagements (conferences, meetups, webinars) and promoting content (blogs, articles) as needed

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.

Get to Know Us Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find and fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by ITOps/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools, false positives resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results. As a remote first company, we require minimum 25Mbps consumer grade broadband connection. What You’ll Do The Enterprise Account Executive is a key role responsible for driving sales growth and expanding the customer base in the cybersecurity technology sector. The focus is on acquiring new accounts, building strong customer relationships, and ensuring customer satisfaction and retention. The successful candidate will have a proven track record in selling cybersecurity technologies, introducing disruptive cyber software solutions, and exceeding sales quotas consistently. They will also be adept at establishing and nurturing Channel Partner relationships, with pre-existing connections with key resellers in the region being a crucial requirement. - Sales Experience: Minimum of 5 years of successful sales experience in the cybersecurity technology industry, with a strong track record of achieving sales growth - Introduction of New Solutions: Demonstrated success in introducing and selling new disruptive cyber software solutions - Quota Achievement: Proven ability to exceed sales quotas consistently quarter over quarter. - Channel Partner Management: Experience in establishing and monetizing strong Channel Partner relationships, with existing relationships in the region being essential. - Sales Process Management: Proficiency in managing all aspects of the sales process, including qualification, proof of value, forecasting, negotiation, and deal closure. - Post-Sales Management: Ability to manage and drive the post-proof of value ROI process. - CRM and Pipeline Management: Experience in accurately tracking and managing customer information in company-provided CRM, and maintaining an accurate pipeline and forecasting in Salesforce (SFDC). - Product Presentation and Demo: Capability to present and demonstrate Horizon3AI solutions effectively in both virtual and in-person meetings. - Independent and Team Player: Demonstrated ability to work independently while also collaborating effectively with distributed sales, support, and success teams. - Sales Methodology: Familiarity with Challenger Question-Based Selling type sales methodologies. - Sales and Marketing Tools: Familiarity with sales enablement tools like Salesforce, CRM, Outreach.io, Linked-In Sales Navigator, ZoomInfo, and Slack. What You’ll Bring - Sales Experience: Minimum of 5 years of experience working in a Sales role in cybersecurity - Industry Experience: Minimum of 3 years of experience working in the INFOSEC or SaaS space - Education: A college degree or equivalent work experience required - Must be located in the North Carolina area Travel Required We are a fully remote company, and this job may require up to 50% of travel within the assigned territory to be successful. Job-related travel expenses are reviewed and must be approved by your manager. Perks of Horizon3.ai - Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. - Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. - Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. - Remote Work: We are a 100% remote company. Enjoy the flexibility to work in the way that supports you and brings out your best. - Competitive Compensation: We offer competitive salary, equity and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave. Compensation and Values At Horizon3.ai, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. In accordance with various State’s transparency regulations, we provide the following salary range information for this position: - Total On-Target Compensation: $280,000 - $340,000 OTE 50/50 split annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. - Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. You Belong Here Horizon3.ai is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3.ai, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3.ai, where your unique contributions are recognized, and your potential is limitless. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. Application Note In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.

Job Description: Cambria is looking for a motivated sales and relationship-driven individual in Columbus, OH to help grow our business! The candidate is responsible for developing, cultivating and growing sales of Cambria throughout the assigned territory. They are expected to provide a superior standard of service to Residential B to B prospects and customers while marketing the Cambria brand to them and influencing their purchases and decisions. Successful candidates must reside in the Columbus region, be able to work out of their home, and call on customers throughout their assigned territory. Sell Cambria by building and cultivating solid relationships - Develop and maintain mutually beneficial working business relationships with fabricators, installers, kitchen and bath dealers, interior designers, builders, remodelers, architects, and key business influencers in assigned territory - Actively be involved in related industry associations, such as the National Kitchen and Bath Association and International Interior Design Association, and network to drive sales Sell Cambria by effectively servicing local business partners - Proactively plan and schedule sales calls with partners - Ensure market development to maximize sales within the market by developing quarterly and annual territory sales plans to direct efforts and calibrate progress - Accurately collect and update customer information through Salesforce. - Maintain a high level of business, financial and industry expertise so you can advise partners effectively in ways that benefit both their business and Cambria - Provide samples for specific projects and update identified product libraries with all Cambria designs, marketing materials, and contact information. Sell Cambria by educating on and representing the brand and product - Present product knowledge materials to business partners - Effectively educate business partners on product attributes and differentiators - Help business partners understand the value, quality, and history of the brand - Understand all sales and marketing programs and materials so you can present them to the customers - Proactively be an expert in industry standards and regulatory codes, always aware of changes happening in the marketplace. - Actively use all social media channels Cambria participates in to promote the brand and product Sell Cambria through a continual organized and professional presence in the local market - Build quarterly sales plans as a way to direct your efforts in the market and communicate your strategies to department leadership - Be available to meet with customers daily, including over meals (breakfast, lunch, dinner) or at events (i.e. Cambria or industry-sponsored or sporting), sometimes outside normal business hours - Travel within an established territory to build and continue relationships with new and existing customers - Maintain and submit expense invoices for reimbursement on a timely basis Requirements - Experience in the architectural and design industry is a plus - Previous B to B Sales experience is a plus - Strong business knowledge and financial acumen - Proven track record of being customer-focused with a professional demeanor - Ability to build strong professional relationships and proven track records of sales - Strong communication and presentation skills - Solid organizational and follow-up skills - Self-motivated with the ability to work independently - Entrepreneurial mindset - Demonstrates professionalism, integrity, and fiscal responsibility - Must be able to work out of their home as needed Minimum Requirements: Education: Bachelor’s Degree Preferred Experience: Minimum of three (3) years of experience in business to business sales, marketing or interior design Systems: Proficient in Microsoft (Word, Excel, PowerPoint) and Google (Docs, Sheets, Slides) suites of software, Concur and Salesforce preferred Additional Requirements: Travel Requirements: 80% local travel to customers. Remaining 20% is to trade shows, associations and trips to Minnesota for training. Must have the ability to work extended hours, evenings, overnights and weekends. Must hold a valid Driver’s License. Physical Requirements: Must be able to lift up to 50 pounds to deliver samples and trade show materials. Cambria’s starting salary range for this position is $78,000- $104,000. Salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the target for new hires for the position. Individual pay is determined by several factors, including work location, job-related experience, and relevant education and/or training. This position will be provided a branded company vehicle, based on fleet availability, or temporary mileage reimbursement in lieu until a vehicle becomes available. Cambria offers a competitive benefits package that encompasses Health and Dental Insurance, Paid Time Off, 7 paid Holidays , 401(k) plus matching, Discretionary Profit Sharing, Flexible Spending Account; Life, Supplemental Life, and Disability Insurance; Referral Program, Tuition Reimbursement, Employee Assistance Program, Employee Discount and Professional Development Assistance. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. At Cambria, dedication to philanthropy and our people is at the heart of who we are. We strive to make a meaningful difference in the world every day by prioritizing employee well-being and fostering inclusivity and empowerment. Under the banner of CambriaCares, our philanthropic endeavors show our commitment to our people and our community to uplift kids, support education, and contribute to a sustainable future. For additional company information, please visit www.CambriaUSA.com An offer of employment is contingent upon the successful completion of a background verification check, subject to applicable laws and regulations. The results will be reviewed based on the individual's record, and the specific duties and requirements of the job.